Merchant Magazine - July 1973

erchondising ond News leoder-Since 1922

'At Louisiana-Pacific, we're not just making Zxfisand plywood. 'We're making history."

Top Quality Buildings At Approximately

Half the Cast of Conventional Buildings

Fast, efficient construction crews erect these strong buildings in an amazingly short time.

Original construction methods and machines, including our hydraulic scaffold truck, insure you of top quality for lowest cost.

e all poles are cemented ta a depth of 6'

. never needs painting-won't rub off on clothes

o insurance rates considerably Iess

yet full coverage

o all buildings engineered and designed by licensed civil engineers

r Call San Antonio todayl

Yes, San Antonio Constraction can baild better buildings for less money for you. These attructive buildings wilt improve yow properry and are built to last. Using pressure4reated poles which will last 30 yeais or longer, they

are safe against wind, eorthquake, and weather hazards becaase ol their rigid construction, Their improved design meets all hui[ding code requiremenls and there are no long hraces to interfere with eqaipment.

1973

iulltillllnriulitntittntitliitrilt MAJOR NEWS and FEATURES fllllllllrlllllmimmfnmmlmn

EXCLUSIVE STORY ON BEFORE & AFTER BATH REMODELING NEW DISPLAY PROVES EFFECTIVE DOOR ME'RCHANDISE'R

HOW TO GET THE MOST FROM SALES LITERATURE' PART 1

IT'S ANOTHER RECORD SETTING ARIZONA CONVUNTION

NORTH AMERICAN WHO,LESALERS HOLD WESTERN ANNUAL CLUB'S 41ST ANNUAL REVEILLE IS A RIP ROARER

ALUMINUM INDUSTRY UNDER ATTACK BY ECOLOGISTS

WHERE DOES THE $$ COME FROM FOR THOSE HOMES? BUILDERS GET TIHE WORD: COLOR SELLS PLUMBING

MAJOR BANK SAYS NO RECESSION IS DUE IN 1973

L-P BUY CALLED FIRST OF A SERIES IN PACIFIC NW

G-P NAMES TOP POSITIONS IN ITS FT. BRAGG DIV. WATCH OUT WHEN YOU MIX UP BOOZE AND BUSINESS

EDITONTAL OFT'ICES

WESTERN LUMBER & BUILDING

MAfERIALS MERCHANT Is PUb- lished monthlv at 673 So, Leke Ave.. P&Eaalcni, Ca. 9t101, Phone <zrai 7s?.9823 0r (219) ?02-400E bv Californla Lumber Merchant' Iirc, Second-class postage rates paiq at Pasadena, Ca,, and addltlonal offlces. Advertlstng rates upon request.

ADVEBTISING OFI.ICES

NOBTIIEBN CAIIFORNIA & PACIXIC NOBTHWEST

Jerrv Holtz. 58O Market St., #400, San Fraiclsco 94104. Phone (415) 392-3365.

SAN FRANCISCO BILIING

OT'FICE

2030 Unlon St.. San Franclsco, Ca. 94123. Phone (415) 346-6000. SOUTHERN CAIIT'ORNIA

Ken Swedey, Carl vrnn, 1385 Wc!twood Blvd., Los Angeles, Ca. 9$24. Phone (213) 477-7593.

MOUNTAIN STATES ' Frank L. Beckstead Asaocl4tes, (Denver) 3505 Mluer Court, Wheat Rldae, C6lorado 80033. Phone (303) 421,- 92, NEW YOBX' Bllllncslea & Flcko. Inc., 13? East 36th St., New York, N.Y', 10016. Phone (,2a2, 532-!632.

SI'BSCRIPTIONS

Chaneo of Aalalro.B-Send subscrlp' tlon orders and addreSs changes to Clrculatlon DeDt., Western Lumber & Bulldtnf Materlals Merchant' 5?3 So. La'ke Ave., Pasadena, Ca. 91101. Include address label from recent lssue lf posslble' Plus new address and zlp code.

SubgcrlDtlon Rater-U.S- Canada' Mexico-and Latln Amerlca: Ss'one vear: $8-two Years; $lo-three iear6. overseas:-$6-one year; $9- two vears. Sinsle coDies 60c. Back copie! $1.00 when avallable.

Tho Morchent Magazlnc aerves the membera of the: a,rlzona Lumber & Bullders Supply Assoclatlon, Phoenlx: Lumber Merchants Associatton 6f Northern Callfornla, Los Altos: Montana Bulldlng Mate- rlal Dealers Assoclatlon, Helena; Mountaln States Lumber Dealers Assoclatlon, SaIt Lake Clty and Denver: Lumber Assoclatlon of southern Callfornla, Los Angeles; Western Bulldlns Materlal ABsoclatlon, Olympla,-washln gton.

THE MERCHAIIT

is an independent magaa'ine, for the lumber onil buililing naterials inilustr! in the 18 Westen. atates, concentrating on merchandistng, rnonogernent anil accurate, factuol newc.

Edltc David Cutlcr ConHbutlng Edltor Dwight Curran Adtcrtblq Productlo Mgr. Ms. David Hamil

Clrculatlon Marsha Kelley

lonerlr cAUfoRNtA tul lER r EiCHANI Mcrchondiring ond Ncx Leodcr rincc 1922 tu[Y,

v0tuME 52, N0. I

In 1883, J. E. Higgins entered the lumber business and started serving the burgeoning city of San Francisco. And we've been growing ever since. Today, Northern California's largest supplier of hardwoods, plywood and related lumber products, we also carry a full line of better grade kiln-dried and air-dried softwoods. Plant facilities now include completely stocked yards in San Francisco, Sacramento and Union CiW. If you're not already doing business with Higgins, grve usa call; you'll be glad you did. San Francisco: 824-8744. Sacramento:927-2727. Union City: 471-4W0.

Smqll Town Americo ls On The Bqll

HE editorial focus of this issue is on Salesmanship and Merchandising, two topics that are an important part of every issue, but this month the "dynamic duo" gets extra attention. In the pages following, you'll find special editorial material to help you work better and more profitably than ever before.

In this space, we want to attack a misconception that lingers on in spite of the fact that we should all know better. That is, that Salesmanship and Merchandising somehow drop off as you leave the metropolitan centers; that the expertise shown in the big cities doesn't survive transmission to the country.

Nonsense.

No one has a lock on knowledgeable merchandising and heads up salesmanship. Like sex appeal, you either have it or you don't. The biggies can goof it just as well as their country cousins can. Witness Ford Motor Company's Edsel and DuPont's Corfam, the erzatz leather they tried to push a few years ago that didn't go and which they wrote ofi as a $I00 million loss. The Edsel reportedly set back Ford by $250 million.

While the huge firms and the smaller ones based in big population areas get the lion's share

of the publicity, it doesn't mean that they are cornering the majority of successes.

Effectively putting the lie to that kind of misunderstanding was the huge success registered by Lumbermen's of Shelton, in the small Washington State town of Shelton (19?0 Census figure: 6,515) during their two-day April event "Lumbermen's Gay 90s Day."

The numbers tell the story. More than 3,000 people were in the store and 1800 registered for some 74 prizes having a total value of $2,000. The Burroughs computer totaled the two days at $64,000 cash and charge sales plus an additional $25,000 for the sale of two recreational homes. Compare these figures with the $35,000 they totaled with last year's effort.

Store manager l,arry Knudsen attributes the success of this Bth annual promotion to many things, not the least of which was a contingent of wives and supplier and manufacturer reps on hand doing a first class job of Salesmanship and Merchandising.

They deserve credit, as does the legion of other, unrecognized salesmen and merchandisers in America's small towns who help keep our industry boiling along.

One beam . or a carload Yard or Jobsite delivery

Salesmanship and Merchandising

BEF0RE-Room seemed small, changes have made it seem much larger. Formica pattern helped give room more spacious feel, as did use of large mirror on two walls.

Before and afte

N important part of successful merchandising is helping the customer to visualize what the ma' terials involved will look like once they have been installed. While some people have the ability to look at a small sample and see the final installation in their mind's eye, to many, small samples often appear to be just so many scraps of material.

A before and after example, such as the bathroom remodeling pictured on these pages, can be a powerful teaching and sales tool as it enables even the dullest customer to see what can be done.

A number of manufacturers use the before and after technique in their sales and merchandising materials and field reports continue to indicate that it is one of the most efiective ways of showing the customer (potential) the improvements that can be created by purchasing the material.

'I'he remodeling job shown here utilized the Formica Corporation's No-Tile Bath system, a moisture-proof system for tub surrounds, shower walls, bathroom walls and other high moisture areas. It is also ideal for new construction and carries the name Panel System 202 when used in commercial applications.

The total system consists of panels, mouldings, sealant and adhesive. The panels are l/16" decorative sheets

Story dI d Glonce

Before qnd ofter pictures con be one of the mosf effective woys to merchondise remodeling proiects use monufocturer ond supplier soles literofure thot reolly shows the customer whot he con do ond how the m.oteriols you sell con best be used.

BY WAYNE GARDNER

AFIER-Vanity is topped with Formica countertop, which blends well with Fo-rmica paneling used on walls. lt is pale yellow, panels use very light browns, yellows in a pattern composed bf branches an-d leaves. Installation was easy as Formica kit came complete and included comprehensive installation instructions. System is m,oisture-proof for tub surrounds, shower walls, bathr6om walls and other high moisture areas.. Very effective merchandising aids come with kit to help dealer explain and promote Formica kit.

PHOIO

lath remodeling

(a large number of very handsome desiens are available as well as wood simulations) bonded to a semi-rigid -sandwich core of cxpanded polystyrene foam and balanced with a backing sheet. Trim mouldings are two-piece and made of heavy extruded aluminum with an exposed surface of pattern-matched F'ormica(R) brand laminate.

The system can be applied over almost any sound surface, including old ceramic tile. It is considered especially practical for remodeling as the polystyrene's compressibility "gives" with irregularities in the existing walls.

Panels are supplied in five sizes: 36"x96", 49"x96". 60"x96", 60"x72" and 60"x120". n{ouldines are available in three lengthst i2". 96" und, 120".

For dealer sales, the Tub Vall Paneling Kit, in a corrugated carton, is designed expressly for a standard

gQ ,sq. ft. tub surround. Installation instructions are included in the packase. which is suitable for retail store display. Packaged components for builder sales for 50 sq. ft., 60 sq. ft.. and 70 sq. ft. tub surrounds are available on order through Formica distributors. The distributor in this case was Harter's Distributing Co. of No. Hollywood, Ca.

The remodeling installation costs of this remarkably effective sy,.tem are competitive with ceramic tile.

Salesmanship and Merehandising

8EF()RE-0ld tub (top), plain plaster walls. Row of single tiles had been set above tub top in effort to halt water damage to walls. Formica system completely cured this problem. Below: General view of old bathroom, showing dated toilet, sink and toilet paper holder. Contrast between old and new is remarkable.

AFTER-Formica lines entire bathroom, 6' high behind tub, 4' around rest of room. New toilet, carpeting and curtains dramatically change bath's appearance. Tub surround in

shots at middle and right show how beautifully Formica "No Tile Bath" system worked in remodeling a very old bath.0nly unchanged fixture in room was tub. Completely modern

look gained was helped in great measure from using Formica system with its up-totheminute pattern. Hand held shower feature was added to tub.

PHOTO BY WAYNE GARDNER

Merchandising doors

NE of the best door displays in the West (or anywhere), is the one pictured here at the Two Guys store in Culver City, Ca.

A product of a cooperative merchandising effort between Two Guys and the Bel-Air Door Co., this highly effective display has been a successful mover of doors since it was first installed.

Four Bel-Air Doors, hinged and working, are hung on the front of the display so the customer can try them. Behind each, is an additional selection of Bel-Air Doors. Thus it seryes as both a display and a storage

Slory st q Glonce

Cooperotive effort by rtitoiler ond monufocturer resuhs in this highly effective door displon structured like o smoll house. behind eoch working door is odditionol spoce lo siore 20 more doors . . . definite soles increose resuhed from using disploy.

area, gives the customer greater selection, and eliminates dragging in a door from a distant storage area while an impatient customer waits.

Waldo Tinsley, corporate lumber and building materials buyer for Vornado, Inc., of which the Two Guys stores are a subsidiary, saysthat there has been a definite increase in sale of doors since the inception of the display program. They plan addi. tional displays in their other stores.

Part of the proven Bel-Air Door "Profit Display Program," the merchandising effort 'omakes even the average door a profit maker," according to the company. They will work with any firm that wants the same or similar display, the Alhambra, Ca,, firm says.

Bnl0[-tl0Elt, shingled door display is shown in these two photos with Waldo Tinsley, cor. porate buyer for lumber and building mjferials

for Vornado's West Coast oDeratbn that runs both the Two Guys stores-and Builders Ernporium. They plan to duplicate the display in

their other stores. Bel-Air doors shoryn are the Bel-Air Panel, F-88 fir door, 2060 fir door and the 2045.

How to get the most from sales literature

NE of the greatest missed opportunities in selling is the unused printed matter a company puts out to help its salesmen.

Sadly enough, some salesmen don't use it all.

Others seem to have little idea about how to use sales literature to their greatest advantage. These are the ones who say, "I have a picture of that application-in this circular." Then, after checking every page, they find there is no sueh picture after all. How must a buyer feel about a salesman like that?

TVhat are some of the things a salesman should do to turn his printed matter into a real selling partner?

A salesman told his prospect, "This is our model PT." The prospect says, "[ thought the PT had a push-button control." The salesman looks more closely. 'ooh, that's right," he says, "there's no picture of the PT in that circular. This is our cheap line." An. other salesman told a prospect that he did not have with him an item of information that the prospect wanted. After he left, the potential customer found the information right in the very booklet he had been given. Now, why should these prospects feel that fellows like these are competent to advise them?

Your sales literature was planned to help you sell your prospeets-not prospects in,general, but each one in particular. Here is a four-step plan for using any pieee of literature:

r First, build an introduction to the printed piece, however brief.

o Second, tell about the idea in general.

Reprinted lrom THE WELDING DISTRIBaTOR. Coyyright 1972, I efferson Publications, Ine.

r Third, tell specifically how the idea applies to this prospect.

r Fourth, ask for the action you want.

THE INTRODUCTION

You need a few words to introduce the piece or to explain why you have the circular. In most cases, the salesman says: *f d, l*e to show you this circular." But why start with what you want? Is that selling? Why not put some sell into the sentence? Try-

"You'll be interested in this idea ...ttor

"This idea can save your company money.t'

Story a| a Glonce

Hgw you con gef the mqximum punch out of soles literolure step-by-slep methods to use il to clinch the sole specific things to sqy to the prospect to get him lo reqd ihe brochure.

You might use a sentence that brings in some testimony.

"This circular shows how other companies are using our machine to speed up production." Or, "This shows what four companies now using our service say about it."

Then you explain that by using the circular you are saving the man's time. For instance, "I'm using this booklet because it will help me explain the idea in half the time." He'll appreciate your respect for his time.

Another approach tells the better explanation you can give with it. A salesman asks permission to set up an easel presentation on a prospect's desk. He sayso "IVith it I can do a better, quicker job of explaining."

That's the first step-the introduction. Salesmen ask, "Why should I do it the same way every time?" Answer: why not? If you get an approach sentence that works, why not ride a winning horse? Get a tested approach sentence; it will set you off on the right foot.

IDEA IN GENERAT

You've started, the buyer knows you have some sales literature, but what's it all about? The question calls for a fast explanation. You say, "It explains how you can cut your costs through automation." Thatts covering an idea in general. Of course, a big idea such as automation would need more explanation. You might not be able to cover it in the one sentence. But the sentence demonstrates what is meant by stating the idea in gener4l.

A man selling cartons might say, "It shows how you can get some extra advertising on your product at a mighty small cost." That's covering the idea in general.

The man selling a maintenance service might say, "It explains how our plan is difierent; it covers all machinery, even the elevators."

You state your general idea. The prospect knows what you are planning to talk about.

GET SPECIFIC

You now apply the idea to his in. dividual problems. You say, "Here's what the Ajax Co. did with welders such as you have in your yard." That's specific.

(Please turn to Page 32)

Another Arizona record breaker

-f

HE amazing Arizona Lumber and r Builders Supply Assn. continues to top itself each year with an annual convention that draws new record crowds,'with this year's total registration figures approaching 500. The group's continued success is testimony to what can be accomplished by an active and interested membership working with a first class exec. vp., in this case, ALBSA's very able Frank Davis.

"Management Phase '73," their 52nd annual convention, heard leadofi speaker Eugene Hannum of Armstrong Cork, talking about the shopping center concept in retailing, say that excluding auto and building ma-

terial sales to builders, better than 42Vo of. all retail business is done at 240 locations. He also stressed the need for more emphasis on sales, job training and cooperation in reaching the consumer between manufacturer, wholesaler and retailer.

OSHA PROBTEIAS

OSHA problems and polutions got a good going over by Fhil Mork of the Wisconsin dealers' group, whose slide presentation of shots he had taken at many dealers illustrated OSHA violations and possible corrections. He brought home the need for compliance with the law, through the

effective use of humor, and with a sprinkling of sage counsel.

Terry Mullin, president of the National Lumber and Building Material Dealers Assn. and a third generation lumberman, based in Loa Angeles, whose grandfather began in the lumber business before the turn of the century in Jerome, Ariz., told what NLBMDA was currently doing to combat the lack of timber and urged all involved to be more active in the national so the industry could present a stronger front to gain its aims.

Noting industry problems and the fact that the construction industry was the easiest for the administration to t'turn of in an overheating econ-

0'MlL[EY's Dean Drake in (1) with Bob Large. (D Aram Mardian, Ihe Merchant Magazine's Dave Cutler. (31 Maye and Frank 0avis. (0 New president Ray Spelts, Jim Killen. (51 Ben Boldt, Dick Snyder. (6) George Benson, Sam Fineman. (7) Dan Wetherbee, Ol Lloyd Bower-

man, Hank Stanton. (9) Dino Powell, Don Hossack. (101 Dick Kereny, Howard McDaniel. (11) Marty Christy, Gus Barletta. (12) Juan Sanchez, Dale Grabe. (131 Ray Wells, Wayne Cundiff, Dick Fretz. (14) Rod Morrison, Dick Kereny, Walt Brools. (15) Mike Medigovitch, Al Butler.

(16) Mike Ray, treasurer. (lD Marty Christy, Glenn Bell. (18) Morris Turken, George Rothfuss, Dale Smith. (19) Charlie Mann, Cliff Floyd, Kay Kahus. 00) Ray Spelts, Bob Horr. 011 Tony Padilla, Juan Sanchez, Jim Stewart, Jim Xillen.

onv" he ob-.erved that the near term could be a critical pcriod and that those involved would Jrave to oDerate "bv tlre nunrbers and not b1- tlre seat of vour pants."

Story di d Glsnce

Another record setting convention Roy Spelts elected new president. internol-externolsecurity ponel gets high morks os do two reports on the notionol next yeor: some ploce, some month.

The exec. vp. of national, Dick Snyder. in talking of the current lack of public confidencc in businessmen torly 29/o o{ the public has confidence in businessmen, 28/o in retailers. according to a survey quoted by Snyder), said that the necd for every business person to tr1 and educate both customers and employees to our side of the story is vital.

Next day. N'Iay lt3, an excellent panel was held on internal and external unit security. with O'Malley's director of securitl., Ken Jagolinzer, as moderator.

The lirst panelist, Phoenix fireman Robert Bivan, said the i3 Es, Education, Engineering and Enforcement were essential to good fire prevention tactics. Educate people where to smoke and where not to; Engineer areas for maximum fire safety; Enforce fire rules.

Sgt. Chuck Zufall of the Phoenix police stressed securing your plant with emphasis on fences, gates, doors, windows, skylights, or any other port of entry. "You have to think security." he warned. "List electric typewriters and other easily stolen items by serial number so that they can be identified." He noted that there has been a 1337 c/o increase in burglary in the last l0 years.

Undercover operatives, polygraph (lie detector) exams, background checks can only help keep the honest, honest and try to limit a crook's

activities, said Stephen A. Marshall of The !-act Finder, Inc. Double check bonds and insurance policies to sce exactly what coverage you have purchased. he advised.

Perimeter security can get expensive quickly. whether it is dogs, electronic devices or other means, cautioned Robcrt Volden, Continental Security Guards Co., who added that no one thing will always be 100/o effective. He feels alarms on perimeter fences, are a good starting point, though they can be activated by a lot of other things than crooks.

Employee relations in today's markets and the many problems therein were limned in the speech that followed by Edward Saunders of the Arizona Employers Council.

Changing employee attitudes regarding work, bosses, business plus (Please turn to page ,12)

IHE BRASS: (1) Frank Davis, Ray Wells, Terry Mullin, Ray Lopp. (2) Frank Davis,.John Entz, Gene Hannum, Ray Lopp. (3) Ken Thompson, Bob Dedman. (4) Jack Sullivan. Paul Hershev.

(5) Bob Pallow, Al Schecter, Jack Sullivan. (6) Bart Palmer, Tom Whelan, Don Lue. 0) Harold Dunn, Larry Hamman. (8) Tom Suffolk, Jim Spellman. (9) John Gyori, Ron Schreiner. (10) Richard Sandoval, Jim Stewart, Dino Powell.

(11) Juan Sanchez, Ken Jagolinzer. (12) Ace Mason, Frank Davis. (13) Ray Wells (behind paper), Jim Talbot. (14) Bob Ramsey, Ray Wells. (15) Bob Mullen, playing waiter. (16) Jim Talbot talks with police Sgt. Chuck Zufall, with cup. (17) Howard Bondurant, Roger Blackburn, Nelson Sembach. (18) Nelson Sembach, Joe Creasey. (19) Sam Hauerr.

deaflers amd ilcokfion performance ..'rt3

D & R supplies dimension lumber, precision-trimmed studs, cedar siding, shakes, shingles, moldings and many other specialty lumber items throughout the West . . . by the most efficient transport rail, truck or ocean barge.

For nearly 70 years Dant & Russell has marketed forest products from the Pacif ic Northwest manufactured for the western construction market.

In Southern California, call our representative, A. W "Art" Neth at872-128O or 783-O544

North American Wholesalers Hold Annual iileet Out West

RECORD-BREAKING crowd of forest products sales and marketing executives attended the Slst ness programs, more

97201

a] g Glancg

annual meeting of the North American Wholesale Lumber Assn. in Coronado (San Diego), Ca. Nearly 800 people took in the four-day meeting, which provided more busiassociation actions, more new members StorY

than ever before.

Eleven new firms were elected to membership and a number of other new member applications received are pending.

The board of direc-

Moior independent studY of key economic fqclors offecting soffwood operofions ond morkets ok'd ot snnuol . recordcrowds.. more members thon ever. Bonfr next yeor.

tors took several significant actions. Initially, they ratified the proposals maile by the executive committee in regard to the Rinfret-Boston study that is a joint industry pro' gram under the aegis of NAWLA.

They approved a by-laws change in membership that would allow a divisional membership for companies of the sarne ownership that operate under different cor' porate names. This proposal was subsequently approved' A new format for the NAWLA annual directory was approved. I'he board directed it be introduced during the fall regional meetings.

An official position on log exports was taken that allows NAWLA to join a number of other Northwest trade organizations in proposing a fair and equitable solution to tlis problem. The position:

'oAn adequate supply ol lumber at lair prices in the Uniteil States is dependent now, and, in the fdure, on an adequate supply ol logs lor domestic milk. One lactor that ailuersely allects this supplv is the uncontrolleil export ol logs. To ollset this ad,oerse ellect the export ol logs lrom all sources, unless d,eclared, surplus, should be seuerely limited to any country that does tnt in lact proaide lor lull lree trade on all proilucts that could be manufactured, lrom those logs, Fdl lree trad.e is delined as @ccess by American produeers or ilistribators to the consuming public ol the loreign country on an equal basis ui,th ilwse producers ol lorest comm,od,itics ol thnl country."

President William W. Wood opened the convention wittr an appraisal of conditions around the country and the effects that government actions have on our industry. Although there have been sharp corrections downwards in prices of commodity wood items, the pressure of overall inflationary trends remains. He cautioned the delgates that the danger of controls continue.

He then explained the industry study that will be undertaken by the Rinfret-Boston Associates, a subsidiary of the Boston Co., nationally-known economic counselors. NAWLA, with esqistance and input from all (Please turn, ta Page 28)

Salesmanship and Merchandising

WHOIESAIERS: (1] Sterling Wolfe, Hugo Miller. 0) NAWLA's Jack Mulrooney holds aloft Alka-Seltzer, part of beautiful suitcase/traveling kit presented Jack in appreciation of his efforts; at right, group prestdent William Wood. (3) Dick Johnson, Leroy Mc0ormick and The Merchant's publisher, Al Bell. (4) Tom Malarkey. (5) Bill Sharp, Paul Cardwell. (6) Vaughan Justus.0) Paul and Anne Ward. (8) John Mauk, Don Andrews. (9) Ed Fountain. Jr.. and his wife Barbara, Ed Fountain, Sr. (10) John and Barbara Polach. (11) Bill Hanen and Seth Potter. (12) Ralph Lamon. (13) Teni Snavely, Bob Wells. (14 Bob Hunt. (15) Bill

Buettner. (16) Jane and Virg Peterson with NAWLA's Western mgr. Pete Niebling. (17) Sterling Wolfe, Jr. and his mother, Loraine. (18) Don Andrews, C. E. "Mac" Johnson. (19) Donna and John Stewart, Susie and John Mauk. (20) Tom Hughes. (21) Jerry Gowan. Q2l Ied Gilbert, Lloyd Gabbert, Bob Reid, Bob Bonner.03) LMA exec. vp. Harry Mendenhall, Ross Ingraham. (24) John Rysdorp, Phyllis and Pete Speek.05) CM's Keith Lanning. (26) John Gaskin. (27) Silvia and Jim Frodsham, Bob Bonniksen. (28) Greg Lambert. €9) Dick Soott, B.C. lumberman and former Hoo-Hoo International president. (30) Ed Quirk. (31) Phyllis and Eill Baugh.

Rip Ro ari ng Reveille

HE -"er:ond annual Larry Owen llemorial Lumberman ol the Iear trophy was awarded to Dave Mensing at the ;l,lst annual Reveille, a golf, dinner and show event sponsored by Oakland Hoo-Hoo Club.

Arvarding golf prizes follou,ing all day gol{ing at Sunol Country CIub

'rvere Bob Gerhart, Harold Rogers, lnd Bill Johrrson.

Winning lst flight was Cameron MacArthtrr, Ralph Lamon, John Baker, and Larry Moore. 2nd flight: Harold Rogers. Bob Whitman, Nifty Goy anil Don Michaelson. Lowell Heddine won first in the Third

Flight competition Ior prizes. Hole-In-One went to Les Doddington of Stockton. Ralph Lamon snagged the Long Drive. Low Gross went to Cameron MacArthur and Hieh (iross to Dave LeBeck of Cloverdale. Winning low net for Hoo-Hoo Club 39 was Harold Rogers with a 67.

o

A I0D' for the bod': (1) Jay Cortez, Ed Elledge, Al Mury. Ql Larry Moore, John Enright, Rick Starr. (3) Frank Door, Ralph Lamon. (4) Don Michaelson, Dave Graber, Bill Bonnell. (5) Oral Turner, Pete Coronato. 6) Larry Moore, Paul Herrfeldt, Rick Starr, Clyde Strauss, Nifty Gay. (7) Steve Hance, lVayne Bahr, joe Rodriguez. (8) Paul Olson, Harry Anthony, Dave Jopes. (9)

Hugh Clark, Stan Ruggles, Bill Sanders, Milt Schoenfeld. (10) Al Ferry, Charlie Smith, Ray Ward. (11) Jim Henderson, Bill Freeland, Jim Fraser, Jim Marnon. (12) Bob Foree, Bill Bodley, Dick Sulloway, Karl Kosling. (13) Ray Nelson, Bill Bennett. (14) Shelby Chanut, Harold Fuerst, Ross Mac0arty. (15) Jim Hanison, Cameron MacArthur. (16) Chris Jepsen, Dave LeBeck, Ross

MacCarty. (17) Clyde Strauss, Red Buckley, Howard Collamer. (18) Tom Baker, Jim Doherly, Andy Anderson, Jim Stewart. (19) Ernie August, Manuel Pulido, Dwight Curran. (20 Don White, Bill MacBeath, Gene Campbell. (21) Russ Farantine, Bill Taylor, Herb Farrell. (22 Tom Richert, Sam Tarantino, Mac McMenamin, Dominic Grillo and Frank Siirp.

NEWS BRITTS

Money rates continue their relentless and nzt-so-slow climb up from the 6Vo prime rnte ol lan. 1, a Chicago bank went to 73/+Vo about IVz weeks after the previous /+ Vo hike, rate is expected to become uniys15al-if the federal government doesn't slap them down

The quick hike was ionsidered poor timing in view of President Nixon's price freeze; even tho interest rates are exempt, it could bring congressional pressure for mandatory controls many bankers are still forecastins a quick move to an 8Vo prlme rate

Housing starts climbed in May for the Ist time since lan., surprising a no. of "experts" who had expected a continued decline; rate was 2.43 million, up l0.7Vo from the mo. earlier andup 4.8% from a year earlier, bldg. permits rose slightly and the "experts" stuck to their guns and said the rise was an "aberretion" .

Hassles and hearings continue to mark the movement of the Packwood-Stevenson and other log export bills as Washington legislators seek a compromise that will satisfy (up to ? point) varlous pressure groups that have made considerable efforts to get their ideas put into law

gYestern homebuilders at the Pacific Coast Builders Conference in San Francisco charsed that proposed log export contiols would do nothing to solve lumber sttpply / price problems ; they claim stricter controls are essential .

Louisianu-Pacific has agreed to buy Hegewald Timber Co., Stevenson, Wash., for about $4 million; acquisition will go into L-P's newly forming Columbia Corridor Div. (see related story on p.27)...

Arthur A. Pozzi Co. has purclzased Cal Custom MilI from the estate of the late "Bud" Oliver for an undisclosed amount; operating under that name, the gen. mgr. is Don Muller, president, Iohn P. Gilbert a big open house has been celebrated by Maeser Lumber & Hardware, Vernal, Utah, by new owners Norman McGregor and Jay Page. .

Bowman Lumber, Roswell, N.M., has purchased the Atlas Lumber Co., Las Cruces, Bowman also has stores in Artesia and Carlsbad; no price was revealed for the sale . . . U.S. Plywood has closed their Redding, Ca., lumber and plywood sales office, the Eugene, Ore., office now handles that business

Kinzua Corp.. is building a $3.5 million plywood plant ai its green veneer mill at Heppner, Ore., plans call for a March start up . . . Ultra Value Panel Corp. is constructing a $500,000 panel prefinishing plant at Longview, Wash., annual sales forecast: $2 million Bohemia, Inc. is working on a $2.5 million converting plant at Eugene, Ore., to convert bark into cork, wax and plywood adhesives

The 3 (Jnimart discount stores in Greater San Diego are adding home improvement centers, complete with lumber and bldg. supplies;the one in El Cajon recently celebrated a grond re-opening that displayed its facelift, the ones in Vista and University Heights will be changed this fall

Lumber City has opened its 7th store, Simi Valley, Ca., . . . the chain is owned by Neiman-Reed Lumber Co. (now 25 years old), planned is an 8th Lumber City for Valencia Hoyt Forest Products is a new Portland wholesaler, begun by Chuck Hoyt who

was with Puget Sound Timber Products

Reports have it that luture additions to the Hubbard & Johnson cltain in no. Calif. (now a div. of Evans Products) will carry the Grossman's narne, which Evans uses on its other retail operations; Grossman's recently opened its 200th store, in Milwaukee, Wisc.

The Imported Hardv,ood Products Assn. has deserted the West as a locale for its annual convention for the 1st time. no. 18 will be at the Sonesta Beach Hotel. Key Biscayne, Fla. . Builders Emporium says its Gay 90s Old Fashion Celebration, held at its 39 Ca. stores, was a bighit, store personnel grew beards, wore 189A's clctthes and decorated with antiques

The Union Pacific RR has won a silver and a bronze medal in the E. H. Harrison safety contest the Southwestern Lumbermen's Assn. and the Nebraska Building Material Dealers Assn. are mersing, new name: Mid-Ameriia Lumbermens Assn., more than 2i25 dealers are expected to belong

An $800,000 fire destroyed virtually the entire Southern Lumber Co. facility, June 19, in a spectacular fire (no cause yet known) that drew huge crowds to the 3 alarm blaze; renown for its Wood Museum and hardwood inventory, it's owned by Ed Pohle, managed by his son, Bruce, and was featured in The Merchant, Oct.,'7'1, pp. 6-7 ...

L o ui s i an a- Pac ifi c haspurch ased a sawmill, planing and dry kiln facilities and timber rishts from Plumas Lumber Co., hfarysville, Ca., for its Oroville div. Western Plywood & Door, Inc., Denver, is bldg. a $1.25 million plant and office complex Georgia-Pacific has opened a new, 93,000 sq. ft. bldg. mtls. distribution center in Anaheim, Ca., mgr. is R. J. Harrison.

JUTY

Los Angeles Hardwood Lumberman's Club-July 10, meeting, Stevens Steak House, City of Commerce.

Iloo-Eoo-Ette Club No. l0-July 22, Day at the Races, Hollywood Park race track, Inglewood, Ca.

Trade Shows Ltd.-July 22-27, 77th Calif. Gift Show, Biltmore Hotel & Los Angeles Convention Ctr.

National Retail Ilardware Assn.-July 22-26,74th Annual Congress, Hilton Hotel, Portland.

Black Bart Hoo-Hoo Club 181-Iuly 27, annual b'b-q and swim, former Bill Moores' home, 490 S. Highland, Ukiah. Ca.

Y[estern Building Materials Assn.-July 31, executive committee meeting, Bomans, Ore.

AUGUST

Tacoma Lumbermen's Club, Inc.(date to be announced), annual golf tournament, Tacoma Country & Golf Club.

National Woodwork Manufacturers Asgn.Aug. 8-10, meeting, Del Monte Hyatt House, Monterey, Ca.

W'estern Wood Moulding & Millwork Producers-Aug.8-11, annual meeting, Kona Kai Club, San Diego, Ca.

Black Bart Hoo-Ifoo Club l8l-August 19, family b-b-q, Harwood Grove, Branscomb, Ca,, 2 p.m. on.

Loe Angeles Hardwood Lumberman's CluLAug. 14, meeting, Steven's Steak House, City of Commerce, Los Angeles IIoo-Hoo Club No. }-Aug. l7-meeting, Palos Verdes Country Club, Palos Verdes.

Humbolt Hoo-Hoo CIub No. 63-Aug. 24, l6tir. annual golf tournament & Stag Nite, Baywood Golf and Country Club, Arcata, Ca.

58th Denver Gift & Jewelry ShowAug. 26-29, Denver Msrchandise Mart, Denver, Colo.

SEPTEMBER

Natlonal Assn. of lfome Builders-Sept. 9-16, National Home and Apartment Week.

Los Angeles Hardwood Lumberman'e ClubSept. 11, meeting, Steven's Steak House, City of Commerre.

Los Angeles Hoo-Hoo Club No. 2Sept. 14, meeting, Huntington Sea Cliff, Huntington Beach, Ca.

Shasta Lumbermen's Golf TournamentSept. 14, 10th annual, Riverview Country Club, Redding, Ca.

19th Phoenix Gift & Jewelry Show-Sept. 16-18, Phoenix Civic Plaza, Phoenix, Ariz.

Western Wood Machinery & Furniture Supply Fair-Sept. 2l-24, 9th annual, Anaheim Convention Center, Anaheim, Ca.

Western Wood Products Assn.-Sept. 22-26, fall meeting, Newporter Inn, Newport Beach, Ca.

WHAT'S HAPPENING?

Keep us posteil on your club or group's upcoming meetings. But be sure and submit thern at least seuen weeks belore the eaent to make sure there will be time to list them in an issue in circdaiion before the big, day happens.

Aluminum Under Attock

Aluminum makers are being attacked by environmentalists as a big offender in the nation's energy crisis.

They claim the industry devours electricity to make non-essential products that could be produced from other materials with far less power. The aluminum industry contends that stepped-up recycling is reducing the need for power and cutting down litter. A study made for the National Forest Products Assn. estimated that 35.6 billion board feet of lumber wdre produced in 196? at an esti. mated 430 kwh of energy per ton. Production of aluminum required 17,000 kwh of electrical power per ton, which may consume as much as seven tons of coal to generate. An additional ton of coal would be used as anode material in the aluminirm produetion process.

Second Home Mystery

An interesting puzzler turned up in some statistics from Property Research Financial Corp. of Los Angeles.

Noting that there are some 2,890,000 second homes in the United States and that 4.6/o of American families own second homes, whom would you guess owns most of these second homes, those with incomes over $15,000 or those over $25,000?

The answer is none of the above!

Families with $10,000 or less incomes own 43/o ol second, homes in America. Those with incomes over $15,000 trail with 33Vo. This finding flies in the face of what you would expect, and no reason for the startling data accompanied news accounts of the report. Anyone out there have a clue?

when you plan your next move or expansion, why waste valuable time and money jumping from one service to another? Call for the people who can deliver the Total Project, Treated

latest method

Treated Pole construction. Check with the people who know.

Salesmanship and Mercbandising

Golor sells plumbing

"It would take only one day of selling plumbing fixtures in a retail store to convince any West Coast builder that color is what today's homeowner wants for his bathroom," observed a major exhibitor at San Francisco's recent Pacific Coast Builders Conference show.

Ken Sullivan, Western region manager for Borg-Warner Plumbing Products, continued: "When given a choice, five out of six homeowners planning a bathroom renovation or addition will choose color over conventional white bathroom fixtures.

"Our sales figures and marketing research show conclgively that Amer. ican consumers strongly prefer color

for their bath/shower units, toilets, lavatories and other bathroom fixtures. And there is also a retail trend away from bottom-of-the-line fixtures in favor of those ofiering greater style and convenience.tn

He explains that his company's PCBC exhibit is built around the theme "Opportunities With Color." He says the idea is to make builders and contractors more aware of this trend to color and style, and equally aware of the very modest upgrading required to capitalize on it.

"Consumer tastes in bathroom fixtures are not extravagant," he continues, "but they aren't bland, either. While they may not select an ornate,

custom-built fixture, consumers will buy a low-silhouette toilet in color, for example, since it is more stylish, comfortable and easy to clean."

Observing that many builders feel they're reducing their risk and cost by staying with a conventional white bathroom, Sullivan adds, however, that in his view they actually increase their risks and costs if they fail to appeal to current consumer taste.

"The bathroom is no longer shut ofi when guests or prospective home buyers arrive. People now see the bathroom as a definite part of a home's total style and decor, as well as a resale factor," Sullivan says.

Ponel Selling Center

tERGHAllltlSll{G of the best kind is seen in this "lmagination Center" ;f1il6Hlontaiadh, Cj., store that invites. th.e. customer.to imagine ili, ,ft varieii oanels Oisitaied would look in his home. Note. pricing ;dr;;d;i;;;it'iiii on'eonoola ends, c€rpet.on floor,..proximitv of .oritii'[ii,-iitGlvis, stap6 guns and'coloi'matched nails.

No Recession Due, Bqnk SoYs

'An economic slowdown later this year may be in the works, but a recession surely is not, First National City Bank economists rePort.

Recession forecaits fall into two major categories, neither of which can be validated by any convincing evidence, the batrk saYs.

A credit crunch similar to those of 1966 and 1969 does not appear likely.

"Alook at the figures suggests there is a vast difference betwen the first haif of I9?3 and the initial stages of the earlier crunch periods," Citibank said.

'oln both 1966 and 1969, the Federal Reserve was em' barked on a shirply restrictive monetary course. In con' trast, the growth in-most monetary aggregates during the first half of thi. year can be considered restrictive only when compared with I972's excessive expansion.

"There is little indication thus far that the degree of monetary restraint now being applied is sufficiently sever-e to turn a slowdown into recession," the bank concluded.

Weyerhqeuser Sofety Record

Assiitant Secretary of Labor John H' Stender said recently that although the lumber and wood products in' dustry has an "alarming" number of injuries, one com' pany "exemplifies what I would like to see in every industry in the nation."

Stender, administrator of OSHA, identified Weyer' haeuser Co. as the firm with the industry.setting safety record.

"According to the latest statistics available to us, the rate was 34.1 injuries per million man-hours worked (for the lumber and wood products industry)," Stender said. Weyerhaeuser's rate was 4.52.

Fishing is great sportLhen you've got the time. But fishiitg around for lumber is somethin{else!

So why not use our line\One call to Hobbs Wall can save yqu time and money. lt's a faster way to land the right grades at the right prices with delivery right on schedLle, whether you order a unit \ or a cartoad'-J;;**-

NNONTANA NtrWS

By R. V. PETERSEN executive secretary

THE OSHA standard requiring wom- ^ en's retiring lnooms w&s revoked in April. Dismissing collateral issues concerning sex discrimination and the desirability of separate retiring rooms for both sexes, OSHA concluded that the requirement was neither necessary nor appropriate for employees' safety and health.

Many Montana dealers utilized the recent series of district meetings to acquaint employees with the problems and requirements of OSHA. Of those attending, including state inspectors, all agree that the visual presentation of "OSHA in Color'and the attendant dialogue present an excellent medium

for communication of the safety and health law.

The new manag'er of Lumber Yard Supply Co., Great Falls, is Virl TVright, who moves to the job from Empire Building Materials, fnc., Boze,. man. Phil Sawyer, well-known to MBMDA members, has transfened to Springfield, Ohio, to assume manage- ment of Lumber Wholesalers, Inc. United Building Centers, Glasgow, have opened their new sales room and offices.

We are pleased to welcome to MBMDA membership RobertE. Smith,

-8ioit, ICOZI 279-2g76

THE ARIZONA

SGtrNtr

By FRANK DAVIS executive vice president

ARIZONA has adopted a new Lien '^ Law which becomes effective Aug- ust 8, 1973.

The following: is a summary of Chapter 140 which provides the follow changes in respect to mechanics, and materialmen's liens:

(1) No lien will be permitted against an existing owner-occupied dwelling except by a person having a direct contract with the owner. However, since the act defines dwelling as an existing structure and the real property on which the stnrcture is

situated, mechanics' and materialmen's lien rights, as they existed before passage of this bill, still may apply to newly-constructed dwellings such as those in suMivision*

(2) An owner will be able to pro- tect his property against liens by requiring the contractor to furnish a payment bond. To be efrective, such a bond must be in an annount equal to the full amount of the contract and the bond, together with a copy of the contract, must be filed in the county recorder's orffice. A payment bond will be effective against the liens under the provisions of this measure as well as those of the existing law.

new owner of Suden's Lumber & Hardwa"re Co., Stanford. Returning to Montana from California, Bob has established himself in familiar country.

OSHA regulation #1910, which applies to our industry, does not specify that back-up alarms are required on trucks and forklifts. (Construction Regulation #7926 states that an alarm is required on construction sites and jobs if the rear view is obstructed unless a flagman is provided.)

However, reports indicate that OSHA officials anticipate that the requirements for such alarrns will be extended to include retail lumber operations.

'l '* :*

Congress has quietly set in motion actions to assure itself a 77/o pay boost-from $42,500 to 950,000 annually, starting next January. What happened to the 5.5% gtlLideline for inereases?

(3) An owner will be able to discharge a lien against his property by obtaining a surety bond. Such a bond must be in an amount equal to one and one-half times the claim stated in the lien and it must be filed wittr the county recorder.

(4) Monies paid to a contractor by or for an owner-irccupant will be deemed to be paid in trust and must be held by a contractor for the benefit of subcontractors, laborers, and materialmen. This provision will only apply to contracts in respect to dwellings cwered in the provisions of this measure. It will not apply to new constnrction.

(5) No person who is required to be licensed as a contractor will have lien rights if that person does not have a valid contractot's license.

MERCHANT ADS GET RESU LTS!

Arizono lumber & Builders Supply Associqtion 57t7 No. 7rh Sr., Suir.208, pho..rtr, &t:.

NtrWS

By ROSS KINCAID executive vice president

f)UR All-Industry Marketing Cbnfer- ence, a lty'z day event held recently in Boise, Ida., ran like clockwork under the skillful chairmanship of Chuck Shafer, Irrigators Lumber Co., Caldwell, Ida.

Kicking off on the "Viewpoints" conference, the topic of "The Critical Lumber & Plywood Situation & Phase ?" was explored by John Dickerman, NLBMDA consultant, Washington, D.C.; Glenn Jorgensen, USFS.; Clyde

Kalahan, Weyerhaeuserl Joe McCracken, Western Forest Industries Ass'n.; with yours truly as moderator.

Opposing views on log exports were expressed; as were the vital needs for realistic funding and improved timber management practices in federal forests. John Dickerman feels a temporary solution tn supply and price problems might again diminish our attention to resolving basic conditions which will surely "let it happen again."

Jorgensen admonished the audience to become involved, stating that "those who speak loudest are heard,"

obviously referring to environmentalists whose clamor has closed down much of the timber supply potential.

Bob Slettedahl, Lumbermen's of Shelton & Lynnwood, Wash., proposed a eoncept for industry to provide financing for reforestation of idle acres. Those present applauded Bob's positive program and added their support to a growing number of industry interests who feel his idea should be fully explored.

Participating on the "Manufacturer, Wholesaler, Dealer Relationships panel" were: Herb Crane, Herb Crane & Assoc., Portland; Andy Boyd, Boise Building Supply; Werner Richen, Lumber Products. Portland: C. E. Link, WBMA president, Boise Cascade Corp., moderator.

Their comments on industry segment relationships provided an excellent base for the rest of the afternoon when the group divided into small groups for continuing discussion.

A sure hit was scorcd by the panel "Home Center-Is It For Everyone?" with: Harvey Hoff, Hoff Better Living Center, Caldwell, Ida.; Cutler Lewis, Palmer G. Lewis Co., Seattle; George Milne, vp., Home Center Magazine, Chicago; Bob Bush, Bayview Lumber Co., Elma, Wash., moderator.

executive vice president

fN a quick perusal of almost any - trade publication directing its editorial content towards the construction industry, the unknowledgeable might conclude that lumber as a building material is in its waning years if not months or days.

Alternate systems are being touted, if not used, as the answer to high prices, unavailability and any other ill of the lumber industry that can be contrived or manufactured by the competitive forces. And well they should, because the metal industry has a high degree cyf concentration and a high degree of sophistication and they need to sell their product. But then so does the lumber industry

need to sell its product.

But what if anything is the lumber industry doing? Very little undoubtedly other than hoping that supply will increase, demand will decrease and therefore prices will go down. When this happpens the customer won't complain about prices and competitive niaterials will no longer have an advantage.

But will this happen ? What if it doesn't? Are we going to stand idly by and watch our market disappear? Are trade publications (not this one) actually going to encourage going to alternate materials? Are we going to rvatch people get a less desirable product and not put up a fight?

There is no reason to doubt that every man in the lumber business is convinced that his product is the best

George Milne, with a slide demonstration and supporting data, illustrated the phenomenal growth of Home Centers and the sophistication required to be a part of the trend. Harvey lloff outlined from his practical experience some of the successes and failures that develop in making the transition from a "typical" operation toward the home center concept.

If there was a conclusion. Cutler Lewis probably said it: "A business is an extension of a person's individuality cannot stereotype not for everyone . dealers should adapt toward the home center concept but only as your individual expertise allows."

available as a building material. If this is the case then why aren't morc people selling lumber rather than (Please turn to Page 42)

Lumber Association of Southern California 2il5l Wot H 5t,. lor Argslc. Co. 9OO5Z, (2t31 38t{t696

REDWOOD

AIR-DRIED KILN-DRIED GREEN STUDS _ POSTSSPLIT PRODUCTS

D(IUEIAS FIR WHITE FIR

PTYW(I(lD PO]IDEROSA PII{E

, tase concentration yard

.3.3 planing mill & resawing facilities

Production & home oftce:

Fred Holmes o Garl Force o fim Buckner . Gary 0hleyel

P. O. Box 665, Ft. Bragg, Calif. 95437 Phone (707) 96+4058

Exclusive soles ogenls for: M & J lumber Co., Inc. (Mcyers Flol, Colif.f

Englewood Lumber Co. (ledcrert, Colif.l

& n v[@\ rs

HARRY MENDENHATT executive vice presidenl

Lumber Merchqnls Associotion of Northern Coliforniq 45{6 El Conlno Rol, Sulfc 0 lo3 Afior, Co, 91022 (4r5) 94r.r617

!f/E, the Lumber Merehants Association of Northern California, are pleased to announce the election of Gordon Knott, Yosemite Lumber Co. in Fresno, Ca. as or organization's new president.

Gordon Knott is a second generation president of the association. His father, Hamilton Knott was president of the organization from 195?-195g.

He was born in Los Angeles on March 8, 1948. He attended elementary and secondary s-chools in Fresno and graduated from Fresno State University with a B.A. degree in biology and minors in Chemistry and German. Knott later attended the Goethe Language Institute in Blaubaueen,Germany.r

In 1967 he returned to Fresno to assist in the operation of his father's business, Yosemite Lumber Co., where he recently purrchased major control of the business as its president.

Gordon l(nott

Our new President

Knott lives with his wife, Linda, and two daughters, Carrie age 5, and Susanne lge 3f , in Fresno.

A member of the North Fresno Rotary Club, Gordon includes among his hobbies skiing, golf, and restoring antique automobiles. Gordon Knott is the youngest president on record of the Lumber Merchants Association of Northern California and is among the youngest of the B0 federated associations of the National Lumber and Building Material Dealers Association,

t- A

{,l[g?S,s'- keep up witt it all\fo{'- for iust 14 a ycrr!

-.1$t I I year -only t4.0O

Ov oRITER yoaRl2 years,<nly f?.fi)

GOPY OF TnE MERCEANT | 3 yean-only t9.0O

Nomc..............

Compony llf ony!............

lumber & Building l{atorlals trlERCHtllT

Fred C. HOLMES

TUMBER CO'VIPANY .

Schick to L-P Wood Morketing

John H. Schick, former sales coordinator - Western lumber, has been named as director, sales & marketing wood-products for Louisiana-Pacific Corp., according to Harry A. Merlo, L-P president.

Headquartered in Portland, Schick will be responsible for planning and implementation of domestic and export marketing programs for lumber, plywood, particleboard and other building products.

L-P Buy Cqlled First of Series in Pqc. Northwest

Purchase of Prineville Forest Products Inc., Prineville, Ore., by Louisiana.Pacific Corp., has been announced bv Harry A. Merlo, L-P president and Steve Musulin, PFP president.

The sale, for an undisclosed cash figure, includes a sawmill and planing facilities plus rights to timber on private and Forest Service cutting contracts.

The sawmill, employing 65, has an annual capacity of 40 million board feet of random length lumber and has been cutting primarily hemlock, Douglas fir and Ponderosa pine species. The mill was recently redesigned to efficiently handle small diameter logs available from second growth and thinning operations in the area.

"The Prineville properties represent the first in a series of planned acquisitions in the Pacific Northwest which will be consolidated into a new Columbia Corridor Div. of Louisiana-Pacific," said Merlo. "This added production will better enable L-P to supply the continued strong domestic residential and commercial construction needs for building materials as well as the increasing demand of our export customers."

Consolidoted lumber Reunion

Max and Adeline Hotchkiss and Irene Duncan hosted a reunion of Consolidated Lumber Co. office employees recently at California's Laguna Hills Leisure S/orld.

Attending were approximately 75 of the ooConsolidated Family" and their spouses.

It will be recalled that Consolidated

Lumber Co. officially ceased operation in October, 1966. Incorporated in 1905, Consolidated served southern California for 6I years. Two at the reunion started their careers with Consolidated in 1918. Manuel Sousa in August and Watson Cross in October. lVlanuel won a door prize for the longest span of years with the company, presented by Jim Tyson. Lenore Brohard, coming from Colorado, received a prize for corning the greatest distance to the reunion.

Many of this group are still active in the lumber industry. Wallv An. derson, Fred Blenkarn, Paul Borde. wich, Al Bucci, Tom Duncan, Bob Erickson, Jean Knauss, Jim Nix, Tony Pacheco and Stan White of those present, are now busy serving the trade.

Jim and Pete Tyson have finished building several multiple units. Among those present known to be retired are: D. M. 'oChap" Chapman, Watson Cross, J, W. "Fritz" Fitzpatrick, Max Hotchkiss, Bert Laursen, George Rhinehart and Ralph Russell. Ralph was the last president and gener'al manager at Consolidated.

Our thanks to lohn Hults, an alumnus ol Consolidated, Lumber Co., lor this report.-T he Ed,itor.

When a man gets too old to set a bad, example,he starts giaing good, ailaice.

Dromotic Pole Construction

North Americqn Wholesqlers

(Continued Jrom Page lQ)

other segments of the forest products industry, has en' gaged the Rinfret people to provide an objective, com' prehensive analysis of the key economic factors which affect the softwood industry's operations and markets. It will be confined to investigation and analysis of such op' erating conditions and markets from 1970 to date. No effort will be made to forecast future developments or prospects. Industry representatives of NAWLA, NFPA, APA, SFPA, NBMDA, WWPA, SELMA ANd NSDJA will provide guidance and information to Rinfret'Boston. A special committee of these representatives has been formed and is now operating. The study should be com' pleted within six months.

Due to the new four-day format of the convention, there were more business sessions than ever before. These included programs for both direct shipping wholesalers and distribution yard wholesalers. Joint manufacturer' wholesaler sessions were also emphasized. A special sales compensation program for wholesaler principals was also conducted. In every case, a larger than anticipated au. dience was in attendance.

J. J. Mulrooney was paid special honor for his work over the past year with Wage and Price Controls. Jack received a most appropriate gift . . . a new suitcase with a bottle of Alka-seltzer inside, see photos.

Oh yes, there were electionso too. New president for the coming year is David H. Rush, Webb Lumber Co., Cleveland, Ohio. William Baugh, City of Industry, Ca., and Paul Plant, Vancouver, B.C.o were elected lst and 2nd vps. respectively. James K. Bishop, New Rochelle, New York. was re-elected treasurer.

PERS@NALS

Paul Penberthy, Sr. is now on a five week buying trip in Hong Kong and other Far Eastern ports of call for Penberthy Lumber Co., L.A.

Ylrilham M. Bailey is now mgr., pulpwood dept., for Southwest Forest Industries in Ariz. and New Mex.

Dean lYidger is now asst. mgr.branch stores for Kohler-Mclister Paint Co., which markets under the Komac label in the Rocky Mountain area.

Russell A. Wood has been promoted to controller of Evans Products' finishing div., reports Robert A. Christopher, bldg. mtls. group vp.finishing div.

Glen Hopps is the new fir moulding sales mgr. for Kimberly-Clark at Anderson, Ca., announces S. A. Westlake, sales mgr., nemanufactured wood products. Hopps replaces Jack Jenkins who moves to pine moulding sales mgr.

David G. Hayhurst has been elected secretary of Bohemia, Inc., Eugene, Ore., succeeding Lawrence E. Chapman. Chapman and Faye Stewart, who resigned as vp., bought Bohemia's balloon logging operation and will run it as Fly- ing Scotsman, Inc. Both remain on the Bohemia board,

David Cutler, The Merchant's editormanager, his wife, Marti, and two young sons, are due back any day now from a three week trip behind the Iron Curtain in Czechoslovakia.

Earl E. Meyer is now gen. mgr. of Forest Fiber Products Co. hardboard mfg. div. of Stimson Lumber Co. Don Smith moves up to fill his old slot as plant superintendent.

L. Richard Morris is the new prez. of the Spokane, 'Wash., Hoo-Hoo club. Jerry \ililliams is 1st vp.; Jim Wilharm, 2nd vp.; Ernie Wales, sec.-treas. Directors are Rpss Bowles, Charles Dehner, John Doric. Herb Lewis and Richard Stokes.

Russ Fritchey, Palm Ave. Lumber Co., Alhambra, Ca., has returned from a vacation trip to Yosemite Nt'l, Park.

Jim Murphy is now in sales for Coastal Forest Products, Cloverdale, Ca. He had been with Cal-Pacific Lumber Co.

Bob Sherratt is the new president of the L.A, Hardwood Lumbermen's Club. Vp. is Jack Millikan; treas., V[alt Ralston; sec. & roving reporter, Ken finckler.

J. P. Talbot, Spellman Hardwoods, Phoenix and Andrew Anderson, Sterling Lumber & Investment, Denver, have won regional sales awards as Marlite salesmen.

Alf Halsam is now inspection bureau field rep. for the American Institute of Timber Construction; he'll be checking glulams made in Ca., Ore. and Wash.

Thomas G. Williamson is now mgr. of marketing programs for the American Institute of Timber Construction in Denver.

Hotly R. Hutchins is the newly named director of communications for Pope & Talbot, Portland. He had been in PR for Georgia-Pacific.

Anthony J. Caragol, Jr. is the new comptroller and administrative asst. at Withers Lumber Co', Woodburn, Ore.

S. \ilitliam Yost has been named gtoup vp. and g:en. mgr. for a new plastics div. for non-wood bldg. products recently formed bY Evans Products.

Raymond E. Baker, pres. and chief exec. officer of Southwest Forest Industries, is now also chairman of the board. W. A. Franke has been elected exec. vp. and asst. chief executive officer.

William Sherman, Portland Willamette Co., Portland, is secretarY of the new Fireplace Institute. Glen Crownover, Malm Fireplaces, Sanrta Rosa, Ca., is on the board of directors.

Ron Saltmarsh is the new W./administration of Familian Northwest, Portland.

George Bankln is now covering the S.F. Peninsula sales territorT for AFP, Newark, Ca., Tim Thompsen and his wife vacationed in Greece for two weeks. Gary Stewart took a mill trip to Port Angeles, Wash.

Bill Johnson, Hobbs-Wall, Terra Linda, Ca., is back from Hawaii after ten days' vacationing.

Fred Saunders, Economy Lumber, Santa Clara, Ca., got away from the desk for a week in May. Stu Stewart, G-P, San Jose, did the same thing in June.

Eorl Tatman, Pacific Lumber Co., San Francisco, is back from a business trip calling on customers in the Rocky Mountain area.

Anno Willison, prexy of TVestern Pacific Forest Products, is back from a mill trip to Oregon; with him was Bpb Rigge. Anno also reports that Fred Worren has joined the sales staff. Fred had been with G-P, Anaheim.

Marv Morgan, G-P, Portland, spent Memorial day week-end in Hoquiam, Wash., with his wife, visit ing friends and relatives.

Dan Diffendaffer has joined the sales staff at Publisher's Forest Products in Portland. Well-known Rich Tucker has been sidelined on doctor's orders following a medical exam.

Al Bufkin, Oregon-Pacific, Fullerton, Ca., is keeping busy calling on San Diego retailers.

Pete Spee\ Fremont Foregt Products, Whittier, Ca., and his wife, Phyllis, are on a 3-week Safari with 22 others headed by their friend, famed African explorer John Goddard, thru Tanzania, Kenya and Uganda.

Al Buckner crf the consultant firm of Stilden Total Concepts, Malibu, Ca., was on a recent business trip to Salt Lake City.

Sam Fineman, president of Bel-Air Door Co., is back at his Alhambra, Ca., desk after a trip to the PCBC Show in San trlancisco and to Megantic Mfg. Co., Quebec, Canada, a firm they rep exclusively in the West.

E. S. Fesmire is the new Los Angeles district mgr. for Marlite Paneling. Amos Rabb, mgr. of U.S. Gypsum's plant at Pilot Rock, Ore., won a safety award from the American Hardboard Assn.

Thomag L. Foley has joined the American Forest Institute as vp.-administration.

Mannie Tanchuck has been named as official marketing and sales rep for Indonesian forest products in the U.S. He is based in Singa,pore.

J. R. Wilharm is the mgr. of the new G-P distribution center in Spokane, Wash., due to open in Oct., according to A. M. Wright, Northwest regional mgr.

"Bud" Eubbard, Hubbard & Johnson, (div. of Evans hoducts) Redwood City, Ca. is recovering from heart surgery after a recent heart attack, according to his son, Mike.

Fred W. Ilemborg is now industrial vinyl sales mgr. for Evans Products' bldg. mtls. group.

James Watson has been named product mgr.-prefinished paneling for Evans Products' bldg. mtls. gtoup.

Gordon Orton, Jim Stewart and Gerry Richmeier have won top sales honors from Denver's KohlerMclister Paint Co. Also honored: Alan Hess and Bill Pope.

Brendan P. Bocks is the new mgr., marketing planning, fo,r the plumbing products div. of Borg- 'Warner Coqp.

J. P. "Jake" Burford, Jr. has been elected new pres. of Lewers & Cooke, Inc., according to T. F. Willers, head man at Champion International.

Mike McAllister has been promoted to asst, mgr. at Doors, Inc., Craig Freeling is an outside salesman covering the S.F. Peninsula and Marin County.

Bill Freeland, Lamon Lumber, San Francisco, reports his daughter, Cynthia, has returned from Spain after attending the University of Valeneia for 3 months.

Gary Hansen is manager at Pacifica Lumber in Pacifica. Ca.

SAIES TITERATURE

(Continued lrom Page 11)

The display salesman says, "Wouldn't this display look fine by the elevators on the second floor?" The man selling the idea of printing on the cartons might say, "Here's what another company has done with c&rtons the same size as the one you use." The roofing man shows a picture of the kind of job he is going to put on the roof just like this," he says. "When people come up the walk, hereos what they'll see." Get specific. Tie what's in the circular to something in his factory, ofrce, store or home.

ASK FOR ACTION

You know what you want the prospect to do. Okay, ask him for it.

The display salesman might ask, "Would you make an appointment with the store advertising manager to go over this with me?"

The roofing salesman could ask the prospect to select a color or a type of shingle.

But each needs to ask for action. Why show the circular if it doesn't help you ask for what you want?

As you use a piece of literature with a prospect, there are three things you do:

You say something.

You do something.

You ask the prospect to do something.

If you have thought out beforehand what you will say and what you will do and what you will ask the prospect to do, you'll do a better job. Here are some suggestions on how you can prepare those three steps.

Put it into your oun words: The language of a booklet is often the language of a writer whose vocabulaty read,s well but whose words may not speak easily or clearly out loud.

You may want to memorize a

paragraph that you believe covers a point well. That's fine, but repeat it aloud a few times until you feel natural saying it.

Localize: The circular you're using probably quotes national figures. Your buyer is not interested in how it covers the areas inwhich hedoesn'' do business. So break down the na tional figures to show how mucl" affects his territory. Information in circulars can be localized to make it of specific interest to a specific prospect.

P ersonalize : Y our circulsr describes a display you are selling to your retailers. You san "Wouldn't that look great in the North Street window?" By making that suggestion you are getting the prospect to visualize the display in his own store window. You say, "I'd suggest you put one of these down in that space by the paint department." That's personalizing(Please turn to Page 34)

Make Yourself Heard In Washington On Postal Increases

The United States Postal Service has started a series of second class postage rate increases that over a five-year period will increase the postage bills of magazines by an average of 127%. Anticipated increased Postal Service labor costs and continued infation could make the final increase much higher. Some magazines could have increases of over two hundred percent, and many may cease publishing. The inflationary effect of these abrupt and enormous rate increases on readers, publications, and advertisers alike, are obvious. It is our feeling the only way to cushion its effect would be through giving the magazine industry a reasonable period of time in which to adjust to these increases.

Certainly the speed of these increases should be removed from the sudden death category which has now put many of our worthiest publications in real jeopardy.

The rapid escalation of these rates is actually counter to the original intent of Congress in the Postal Reorganization Act of l9?0, which presaged a "gradualt' increase. These increases are about as gradual as a guillotine. Only you, the reader, can do anything to prevent this. You can only act through Congress. In the House oI Representatives, Congressman James M. Hanlev has introduced a

bill that will, in addition to some special relief for non-profit and small circulation publications, spread the second class rate increases over a ten-year period instead of five to give the magazine industry as a whole time to adjust to this heavy new burden. Senators Edward Kennedy and Barry Goldwater plan to introduce similar legislation, and Senator Gale W. McGee, Chairman of the Committee on Post Office & Civil Service, has shown his interest by introducing legislation.

If you agree with them and with us-that this is a fair and reasonable request to make of Congress, fill in and sign the ballot below and mail it to me. I will send it on, in duplicate, to your Congressman and Senators so the force of your opinion will be felt in both Houses. Or, of course, you can write them direct. But time is of the essence since both these bills will come up in this Congressional session. So we respectfully urge you to do one or the other now, since only you can do anything about this at all.

David Cutler, Editor.manager

The Merchant Magazine

573 So. Lake Ave. Pasadena. Ca. 9110I

I agree!

I agreg the postal bills of Senators Kennedy and Goldwater and Congressman Hanley are urgently needed to give relief to second class postage rates.

Name (nnrxr) Sigrrature

Address

City State zip '..r"'ii;l .,i:{ '1 ) ,:H {:-; ."'1il ',.e '11 ..-.,.j! 'n ;,1

(Continued, lrorn Page 32) you're putting it right into lis store. When you speak to a man about his own store (or faetory or home or office), you can be sure you have his attention. Your circular talks about your product. It explains what your product will do for a buyer. But the printed piece still leaves him to figure out specifically how your product will help him with his problems. Your contribution as a salesman is to individualize the story.

Summarize points: One salesman, using a large booklet, remarks as he turns a page, "Tbere are two im. portant points here." Then he names them: "First, this , . . and second, this . ." He thus shows that he has his story organized. On some pages, he may have more or fewer points to make. Summarizing points by numbers always gives the prospect the impression that you know your presentation.

Say it with sell: The folder speaks about "features." Can't you call them t'advantagesnt or ttbenefitstt? Use words that show what your ofiering will do for him. You call that feature an ttexclusivet'? You mean he can get it only by buying your product. Tell it to him that way.

Stop talking.'You ask the prospect to read a paragraph. Now what do most salesmen do while he reads? They talk. But when you ask him to read, let him get the idea from his reading without disturbing him. Keep quiet. Do the same when he is looking at a picture. Wait until he asks a question that indicates what he is interested in.

Limit your uisual talk: The difference between the fight &nnouncers on radio and TV illustrates this point. One talks on and on, the other allows the visual to carry the story. Your booklet is visual, so let it do some of the speaking for you.

(Continued, Next Month)

G-P's Top Ft. Brogg Div. Men

Top executives for timbero lumber and particleboard operations of Georgia-Pacific's new Fort Bragg division have been announced by W. W. Wells, general manager of Western timber and building products manufacturing.

Mel Johnson moves up from plant manager at Fort Bragg to division lumber production manager. James A. Coon of Myrtle Creek, Ore., formerly staff forester for the North West Timber Assn.o is division resource manager in charge of timber harvesting and reforestation. Richard Krull continues as manager of the particleboard plant at Ukiah.

In a related expansion of duties, Armin Wehrle, manager of G-P's engineered board products manufacturing at Coos Bay, Ore., becomes 'Western fiberboard manager.

llAY t0. I for new HooHoo.Ette Club #16, (Ukiah, Ca.l formed recently in Santa Roca with over 80 attending. Black Bart Hoo-Hoo club per. formed the initiation; new officers plus 16 kittens. At top (ll Mr. and Mrs. Art Bond, Elise Lewis. O) Jack Powell, Betty and Ken Foster, and PaulTraba.6) Ruth Jane Wood. Mrs. Bond.

A BEd Doy On The Bcy

Friday, May 25, was a bad day in the life of two San Franeiseo East Bay lumber yards.

It is believed that a five alarm fire which started in the back of the dry shed of the Eastshore Mill and Lumber Co. was caused by a Molotov cocktail thrown by some youngsters who were seen running from the scene. Bill Tilsley, head of Eastshore, reports his complete dry shed was destroyed and that the lumber therein "is irreplace. abld'. Fortunately, there was a strong wind blowing parallel to the building which kept the fire out of tlre bplance of the plant.

The windn however, was right in the direction of Bill's neighbor, White Brothers Hardwood. Fortunateln dreir 26,000 sq, ft. warehouse was well sprinklered and the eontents received only water damage. The roof and walls, howeyer, suffered heavy damage and will heve to be rebuilt. Don White, president of White Brothere, reportg they were open at 8 a.m. the next morning for business. He had considerable praise for the Oalcland Fire Department for their highly professional action whidr contained the blaze.

Both companies are ssill in business. The Merclwnt is happy to nole tftat damage was not too heavy.

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Choin Sow Accessory Kit

Homelite is offering a saving on a complete accessory kit (retail value of $30), for consumeis who purchase the $119.95 model.

The.accessory kit, in its own carry- ing case with tray, includes: chain, wedge, funnel, file and handle for a sharpening, gaugit, to adjust height and angle of chain after sharpening, and a flexible guide bar cover to protect the saw in storage.

To purchasers of the 1YL lb. )(L-z, Homelite will make the complete accessory kit available, including carry- ing case for $9.95.

\MBITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Weqtherstrip Promotion

Empire Metal Products now has their four most popular weatherstrip items in a new "Your Choice" promotion. The promotion is structured to return a 133/o profit on sell even when the items are advertised at the spe. cial promotion price,

These four items are priced to retail at 991 each and include: Empire's 36" low rug aluminum threshold; the 36" aluminum and vinyl drag strip for sealing door bottoms; the 9' garage door vinyl; and an 18' roll of adhesive-backed foam tape. All are individually and attractively packaged and come with instructions for installing. The promotion consists of 80 pieces of each item, and Empire prepays the freight on the entire shipment.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Tubulor Deodlock Disploy

Few customers, particularly in todayts security-conscious market, will be able to resist "operating, Anow Lock's newest point-of-purchase display.

A section of finished door frame holds two different models of Arrow's 920 series heavy duty tubular deadlocks with the exclusive bolt of armor. The frame is mounted on a tipresistant base. Marketing tests have shown that the presence of keys inserted in the locks makes it certain most customers will turn it to demonstrate to themselves the strength of Arrow's product. Tbrning the key also shows the customers the smoothness of action.

A variety of 16 finishes and five styles are available. All trim is of wrought (not plated) brass. Hardened steel reinforcing plates under the rose prevent screws from working loose. Hacksawing is guarded against by a hardened steel pin in the deadbolt which "runs freet'if a hacksaw blade makes contact.

'WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Color Coulk Disploy Cose

The new Franklin Color Caulk, an acrylic latex caulk that comes in six colors, can be shipped in easy-to-use display units that utilize minimum amounts of display space, yet are distinctive, full color pieces that show the caulk colors, give application suggestions and promote Franklin Color Caulk at point-of-purchase.

It is packaged in 11 ounce cartridge containers (6 colors) that are equipped with a special plunger which helps prevent flow after ratchet pressure is released, thus eliminating "drool" and assuring a smooth, even bead every time. Cartridges are shipped twelve to a case.

WRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.

Coscode Pottern is New

The latest addition to the Nevamar collection of high-pressure plastic laminate abstract patterns is called Cascade.

It features a mixed, marbled pattern of greens and whites, much like a swirling current. Hence the name Cascade. Nevamar's satin finish, gives the pattern a softened tone.

Ideal for kitchen and bath applications, it is available in both 1/16" general purpose grade, and ,051" postforming grade. Nevamar Caseade pattern is offered in all popular sheet sizes.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

No 7 Yeor llch

The Poly-X line of super finishes by Pabco now includes an acrylic house and trim finish.

A premium exterior finish with a pleasant low sheen, it is designed for maximum protection and long-life. It can be applied over wood, stucco and

metal. One coat is sufficient to cover most surfaces. Eight new Western outdoors stock colors and over 1,000 Pabco custom colors are available.

The product caries a new label and a'l-year guarantee: Pabco will refund the purchase price or supply enough additional paint, at the customer's option, to correct any condition due to product failure within 7 years.

Finishes are: flat wall finish, gloss and semi-gloss wall and trim finishes and acrylic house and trirn finish.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Zoo's New

A new merchandising prog?am from Ozlte for its Cblony Point outdoor-indoor carllet, pushes their new "double tuft" quality carpeting.

The display, a $30 value, is a replica of a zoo cuge and houseg a handsome stuffed lion that is right at home on a 24" x 24" sample of Colony Point carpeting. It sits on a sturdy metal base and supports a four-color header that points out the outstanding characteristics of the product such as crush resistance, snag resistance, moisture resistance and beauty. On the backside of the header is their exclusive \witten guarantee.

Ozite suggests many uses of the easy-to-assemble displayagainst a wall, in the middle of an aisle, or, without the stand, it sits on a table, in a window or on cartons of the carpet tiles.

It is made of. 100% Ilerculon polypropylene olefin and has an exclusive all-weather cushion back which gives added comfort never before possible in an outdoor-indoor car?et. Suggested retail price is $6.95 a sq. yard.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Potching ond Poving

GC-3, a natural silica rock asphalt paving and patching material is now available in coated 70 lb. boxes for retail to the "do-it-yourself" market.

A highly superior cold rolled surfacing that is water repellent, GC-8 will not bleed in hot weather and is not damaged by salt, cinders or calcium chloride. Excellent for d-i-y paving and patching of driveways, walks, patios, roads, parking lots, garage floors, tennis courts, playgrounds and feed lots. GC-3 bonds to concrete, brick and all asphaltic surfaces and may be applied over gravel year around as it is not affected by weather conditions.

It does not set up in shipment or when stockpiled in the box or in the open. It will set up only after it has been compressed by a roller, tamper or car tire.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Two New Glues

Paisley Products, Inc. has two new, high-per{ormance, wood-construction adhesives. Each wood-glue emulsion was developed from the molgcule up to meet exacting wood-construction standards.

No. 9331-2 has passed tough CaIiforaia performance requirements for mobile home adhesives. The modified polyvinyl resin emulsion was subjected to tests for creep at elevated temperatures, block shear, strength and resistance to water immersion, high and low humidities and temperature extremes.

No. 9331-8 has been classified by Western Wood Molders & Millwork Producers as suitable for wet or dry use and it meets all provisions of ASTM D-3110-72 with a catalyst for wet, and without catalyst for dry. This synthetic resin emulgion is also highly recommended for interior and exterior moldings, door and window stock, and glued lumber panels.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Sofety Scoffolding

Auto LockG) scaffolding provides quickly erected and dismantled work platforms, varying in size and height. It is made of heavy duty welded tubular steel and has the patented Auto Lock(R) locking device for safety.

The easily identifiable flag latch is the key to secure locking. The head locks itself when drawn over the locking stud . . no nuts, slides or tools needed. When the flag is down, the scafrold is locked; raise the flag to release the lock.

The system allows working platforms to be placed at any elevation. Adaptable for interior or exterior use, added components allow the contractor to erect scaffolds with B, or E, wide frames. Side brackets and run boards can h attached to scaffold rungs for additional work area, as well well as other items required by federal and state safety standards.

\ilRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.

VAV Air Condilioning

A low-velocity variable air volurne (vav) air conditioning system, designed for use in stnrctures requiring zoned cooling, has been announced by York.

The system is designed to effect a comfortable indoor climate by varying the volume instead of the temperature of the conditioned air entering an area-

Installation and operating costs of a VAV system are lower than those for alternative systems such as multizone or terminal reheat, York says, A vav system requires only an air conditioning unit with one main duct supplyrng air at a constant tempera-

ture; mixing and reheating of conditioned air are eliminated, reducing operating costs up to 20/o, and the simplicity of ducting, wiring and controls provides savings up to 10o/o in installation costs, the company said.

TilRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Double Entry Screen Doors

T-Astragal Kit from Empire Metal Products Corp. allows a d-i-yer to properly install double screen doors on his front double doors.

The kit contains an attractive aluminum T-Astragal which is mounted to one of the doors and runs fulllength. It also serves as a finishing trim for the doors; included is a latch bracket for mounting the doorJock hardware. In addition, there is a pair of dead bolts that are used to lock one of the doors securely in place while the other door opens for normal trafrc. All attaching screws and easyto-follow, detailed instructions are included.

The kit is available in 5 finishes to match any of Ernpire's line of screen doors.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Spindle Selling Cenler

New merchandising aids for the architectural spindle market have been developed by E. A. Nord Co. Three spindle merchandisers: the basic merchandiser f500, the 8" x 8-0' merchandiser, f700, and the 4" r 8-0'merchandiser, $800, have been

Emergency Power Hondsow

A new lightweight emergency power handsaw cuts virtually every .construction material including masronry, brick, block, stone, concrete, tile, steel, iron, brass, aluminum, copper and wood. Available in two models, each is powered by a McOulloch engine.

The 4\4 h.p. model weighs 28 lbs. and has a t2" blade capacity. Elach has a firlly adjustable, all-steel blade guard that provides maximum operator protection and safety.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

New Adhesives line

Miracle Adhesives has added a new Safe 'n Sound line of Miracle home repair adhesives and caulkings. The new line, packaged on coordinated full-color blister cards, include "Black Magic" tough glue, "Brite Magic" white adhesive, "Tub Caulk' (applies like toothpaste) and new "Metal Magict' sealer.

Products are claimed to be nonflammable, non-snifrable, and contain no toxic fumes.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

redesigned to include the most popular sizes in Nord's expanded spindle line.

There are 114 spindles in the initial stock ofrer, including the eight basic designs and seven popular lengths.

WRITE: The Merchant Magazine, 673 S. Lake, Pasadena, Ca. 91101.

Coloful Cqulks

The first full line of color coordinated acrylic latex caulks has been introduced by The Franklin Glue Co.

The 6 colors were specificallY designed to coordinate with popular siding and decorating combinations.

The new line is packaged in distinctive 7.1 oz. cartridge containers that reflect exactly the color of the contents for easy selection by the consumer. They are shipped in eaey-touse display units that utilize minimuln amounts of display area and hold twelve cartridges each.

The caulk features easy application with no dripping or mess usually associated with caulks, plus it has the long-term weatherability of acrylic latex caulks, in this case, up to 20 years. Also, the colors won't fade in acrylic latex caulks, and they only need water for cleaning up.

WRITE: The Merchant Magazine, 578 So. Lake, Pasadena, Ca. 91101.

A Wrenching Experience

Ilelix Wreneh, a patented adjustable open-end wrench, features a new slide adjustment located on the side of the wrench body. The result is a thinner tool head that permits work in places that other wrenches won't fit.

A precision engineered and assembled wrench with the body and jaw assemblies machined from stainless steel, the thumb operated slide adjustment drives the jaw through a high ratio worm to bevel to worm gear train for easy adjustment in small increments.

Nominal body size is rated at 8" and jaw adjusts continuously from 0" tn 15116'.It is backed by a life-time factory replacement guarantee should it fail in normal use and costs $10.05 postpaid.

IYRITE: The Merchant Magazturc, 573 So. Lake, Pasadena, Ca. 91101,

Its Got q Lot of Pull

The "Tackler" is a compact, lightweight, lever-operated tool designed for a wide variety of lift'ing, pulling, dragging and stretching jobs. It has a swiveling upper hook, a standard 4' length of flexible link type load chain, and a non-swiveling lower hook. It will operate horizontally, vertically, or at any angle, and is ideal for such applications as stretching fence, moving trees or branches, tightening cables, lifting car and boat motors, moving disabled vehicles, positioning equipment or machinery, etc.

The manufacturer points out that the new unit offers a unique combination of features not available in similar pulling tools now on the market. Its compact size permits operation in close quarters, and the tool is small enough to fit in the average tool box, making it easy to cany anywhere. It

is available in two capacities: 1,000 and 2,000 lbs. Both moclels are velT liglrt,6l/z lbs, for the 1,000 lb. model, and, Va/z lbs, for 2,000 lb. model. Its safety factor of 4,7 is the highest of any tool in its class.

WRITE: The Merchant Magazine, 5?3 So, Lake, Pasadena' Ca' 91101.

Tole 'Dol Borge

Plywood Toter may be used to cawY up to 1" thicknesses of 4't8' plywood and other cumbersome building panels such as Masonite, Sreet rock, plastic laminate, particleboard, etc.

Its base is a metal channel which is placetl under the center portion of a panel to be carried. A 3,600 lb. test nylon strap extends from the channel to a carrying handle, The carrier uses one hand to pick up the handle, places the other hand on the top side of the panel to eteady it, then simply walks away with the load. It may be used either left or right handed, may be folded and pocketed when not in use and weighs only 8 ounces, Price: $4.95.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Sofety Industrisl Truck

The LPM line of material handling safety accessories includes all of the safety products that an industrial truck owner needs to meet the safety standards.required by OSHA.

Overhead guards, load backrests, fire extinguishers, warning lights, seat belts, back-up lamps, mirrors, emis' sion controls and wheel chocks are among safety products ofrered bY LPM.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

A Reol Grobber

One man can do the work of three in sorting and stacking lumber witb Morbark Industries' new Stac-Trac lumber sorter and stacker, the company claims.

It is now being sold separatelY for the first time, following their decision to market indivittual components of its new Satellite Saw-Chip System.

Stac-Trac's hyilraulicelly-operated grapple handles lumber and cants Irom 2" to 12' in width, sorting and stacking at tbe rate of uP to 400 pieces per hour. Hydraulic power is supplied by a 16 hp unit sold with the machine.

Adjustable valves allow the operator to control the speed of operation of the unit. This allows elow speeds to accommodate operators who are learning its operation and fast speeds for experienced operators.

The operator's right hand controls the up and down motion of the boom and the back and forth motion of the sorter. His left hand eontmls the in

and out motion of the boom and the closing action of the grapple. Side-toside rotation of the unit and travel along its track are controlled by foot pedals.

WBITE: The Merchant Nlagazine, 5?3 So, Lake, Pasadena, Ca,91101'

New Non-Skid Mqteriol

Falcon Trak is a lower cotb m€dium grain, heavy duty epoxy floor coating for use where the extra rough epory is not required. And Falcon Trak applies instantly to any gurfacedamp or dry,

Becauee of its low cost and easily cleaned surface it can be used indoorg and outdoors in many diversified industrial situations. It claims to be the ideal material for marking floor areag in accordance with OSHA requirements.

This high quality floor coating saves hours in application time because it can be applied directly to damp surfaees and can be used on concrete, asphalt, wood or metal surfaces without special preparation and application tools can be cleaned with plain water.

\MRITE: The Merchant, Magazine, 573 So. Lake, Pasadena, Ca. 91101.

(Please turn to Page 40)

DICTIONARIES

WEBSTER Library sizo.

l97l edltion, brand new, stlll in box. ' Cosl Hew! $45.00

Will 9ell for $15

Deduct l0% on ordsrs ot 6 or more, Make Checks Payable to OI{TARIO TEXT EDITIONS and mall to THE TENC$AIII MIGAZIIIE 57t S0, l|lr AY!. ?$.drn., Cr. tl'lot

c,o,D. orders onclos! $1.00 good rylll dc. poslt, Pay balanco p:us C.o.D. shipping on dellvery. 8e satlsfied 0n inspection or return wlthin l0 days for tull retund. l{o dealets, each volume spgclfically stamped nol for resale.

Please add 91,25 postage and handling.

ENCYCLOPEDIA

lncluding l0 yoar tetersnco.qusstlon sorvlce.

UI{IVERSAI EDlTloN ot lhe ilEW STANDARD 1972 sdltion, brand now, stlll ln bor.

14 V0LUMES Cosl l{cw $259.50

Will Sell for $88.50

Doducl l0% on orders of 6 or more. MafiB Checls Payable to O'ITABIO TEXT EDITIOI{S and nall to iltE tEncflfftf ltt8tztllE ltt to. ltt lvc. P$drD.. cr, 3llol

C.o.lr. orders encloro $5.00 good will deposit. Pay balance plus C.0.0. shipping on de:lvery, Be satistied on Inspection 0r return within l0 days for tull refmd. No dealers, each box speclfically stamped nol for resalg.

Pleass rdd $4.75 postagr .nd handling.

Weotherproof Electrics

Slater Electric now offers both single gang (EX-l) and two-gang (EX-z) 1" deep weatherproof extension rings for use where added depth is needed for weatherproof boxes.

Four 6/32" * lY+" screws are provided for fastening to the existing installation. A 3/82' thick sponge rubber gaske0 creates a perfect weatherproof seal between the box and the extension ring.

The company also has a complete line of weatherproof boxes and covers as part of a total line of some 1,200 products.

ItrRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

C.omputer Tests Designs

Saf-T-Cab's new computer enables Roll-over Protective Structures to be analyzed completely in approximately the same time as a cursory pencil and paper analysis could be per{ormd.

This rigorous treatment of a ROPS structure eliminates surprises during the subsequent test program. In addition to the programs offered for stated structural analysis, there is a library of programs used by the firm's accounting office and production control. The company designs and manufacturers ROPS structures for retro-fit and new equipment, as well as allweather enclosed cabs.

WBITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Gels o Grip on You

The Speedcor handle, a unique tool, has a grrppiu mechanisrn that is adjustable to whatever tool is inserted for use. It holds files, saw blades, scrapers, hacksaw blades, drills, bits,

Wcslern lumbrr ond Bulldng lloterlolr IIERCHAN!

knife blades, reamers and many others.

A special wood is used in the Speedcor handle which produces a firm grip without slipping.

In addition to the multi-use Speedcor handle, Speed Corp. makes other "do-it-yourself" hand products. Included are a hand saw filer, which is a precision tool that is thoroughly tested, and approved by carpenters, woodworkers and home craftsmen. There are two positive adjustments which set the correct pitch and angte for any type of hand saw.

Speed Corp. also manufactures a combination circular saw jointer and saw set. This 2-in-1 tool is designed to take circle saws with diameters from 6" to 12" with U2" to 7A,, centers. Changing from jointer to saw set takes but a matter of seconds.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Soles Blosl-off from Bose

Cascade lVood Products is offering new modular spindle bases to dealers for displaying the company's line of architecturally-turned spindles. They accommodate 2r- 3r- ot 4" sizes, holding nine to 32 spindles, emphasize the turnings, are free standing and mobile, and can be set up with no tools or instructions.

A unique modular concept in spindle display technique, the bases for Turnc raf t architecturally-turned spindles can be placed as individual units where space is limited, or grouped into larger arrangements for maximum sales impact. The dealer can be completely flexible in his displaying and marketing of these highly profitable spindle turnings, claims the firm.

WRITE: The Merchant Magazine, 578 So. Lake, Pasadena, Ca. g1101.

Boording House Reoch

Cascade ,Corporationts new truckmounted folding knuckleboom takes less than 2'of space between the bed and cab of a truck and can be oper- ated by one man.

It eliminates the necessity of towing a loading device, depending on a crew, or waiting fm a mechanieal loader either at the loading or unloading site. It provides a movement much like an ann, and allows payload rnovement over obstructions and even placement below ground level.

Three different machines are available. Model 10C: rated 3,000 lbs. at a 5' radius from the side of the truck; Model 30C: 5,500 lb. rating at 5'; Model 50C: 8,250 lbs., also 5r from the side of the truck. Maximum reach is over 35' horizontally, 43, vertically.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Spindle Templotes

A new graphics aid for architects, interior designers and builders is from E. A. Nord Co.

It's a tracing sheet on durable film plastic imprinted with Nord's complete line of nine styles of architectural spindles. The tracing templates are available free upon request

The spindle templates contain 126 separate illustrations and list the dimensions and stock numbers of eaeh of the spindles. The illustrations are drawn to the scale of Va," = 1 ft.

TilRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

New Bi-Fold Door Unit

An entirely new kind of bi-fold door unit has been introduced by Acme General. Designated Series 4060, it is claimed this marks the first time a bi-fold unit, with its many advantages, can be used in practically any opening size and at no prnemium in cost. Ceiling-high units are said to be particularly economical over both wood and metal door installations.

It features unusual two-way, springloaded hinges of a non-conventional design that act to snap the doors together in the closed position or hold them back against the jamb for full access.

Installation is supposed to be fast and easy. Adjustment is provided and snap-lock hardware allows a quick change of panel if desired.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Round Robin Hood's Born

Through a recent advancement in hardboard technology, the weathered realism of rare and historically treasured barn siding is now available at local paneling dealers.

Called New England Barnboard, it is manufactured and marketed by the Abitibi Corp.

The 4'x8'panels have a detailing that re-creates the look and feel of weather-aged wood. The deep, true. to-life embossing faithfully follows each line of the graining design that is reprnoduced in gey tones, called "Bunker Hill,tt and brown tones, called "Village Square." fire subtly shaded colors and highlights also emphasize the look of wood that has been open to the elements for decades,

WRITE: The Merchant Magazine, 673 So. Lake, Pasadena, Ca. 91101.

All-Purpose Wolerproof Torp

A new packaged tarp that includes a heavy 6 mil poly tarp, gtommet tabs that can be instantly installed at any place on the tarp, Cesco rope gripper tent stakes with exclusive

jamb cleat, a repair strip and a plastic carrying bag are from Cesco.

These tarps are impervious to water, oil, dust and dirt. They will not rot or mildew and remain flexible at -60o. Grommets are on a pressure sensitive tab. Just pull off the paper and stick them at any point around the edge. They can also be removed and relocated.

Sizes come in 6/x 12'; 9'xl2'; 72'x 12'; 72'x76'.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Put on q New Foce

A new vinyl reinforced foil facing material that promises to enhance the aesthetics of walls and ceilings in metal buildings, while improving the strength and resilience of insulation facings, has been developed by Stauffer Chemical Co.

Called Ultralam GM) "Cracked Ice" embossed vapor barrier and facing, the new product is a laminate of Stauffer's 0.7-mil rigid vinyl film, a proprietary scrim and aluminum foil that can be bonded to fiberglass blankets for use as walls and ceilings in metal building systems.

It is competitively priced with coated kraft-scrim-foil facings, and the embossing has the added advantages of a more attractive surface, and improved wrinkle and dimple resistance.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

It Will Floor You

Mark III epoxy flooring., an epoxy plastic of 100o/o solids content, claims it is the epoxy that gives the flooring its chemical resistance, not the hardto-spread aggregate.

Application is effortless due to the semi-fluid, self-leveling properties of the mixed components. There is little drag or pull on the trowel, No longer is a "blacksmith's arm" required for application of a seamless epoxy floor.

It is designed for use where a floor takes a beating; in food processing plants and heavy industrial use. as

well as an overlayment over concrete floors and is ideal for patching, too.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Do You like Our Stile?

Gossen Co., a div. of U.S. Gypsum, has a pre-mitred casing kit, of two pre-mitred sides 7tI" long and a header piece 42" long, mitred at one end. It will adapt to any door opening up to 36".

It is shrink wrapped in transparent PVC fiIm. The sign in the package also serves as a template for the final mitre cut on the header which eliminates a mitre box.

The manufacturer claims it eliminates stocking multiple lengths of casing.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Free Reader Service

For further informotion on oll New Products ond New Literoture, write fhe Merchont Mogozine, 573 So. Loke Ave., Posodeno, Co. 9l l0l. Pleose mention issue dote ond poge number so we con process your request foster! Thonks.

Poini Scroper Merchondiser

The new Allway FB7 scraper merchandiser features all new slim line hang cards. It includes a full line of the most popular scraper sizes plus handy "twin-packs" of replacement blades and a new carded, single cut, high quality file for sharpening scraper blades, knives, scissors, shears and other fine tools.

Tool prices range from 69d for the 1%" double edge replacement blades to $1.59 for the big 2r/2" four edged scraper. Dealer cost for the complete unit is $29.63.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Arch Slide Colculotor

A slide r-ule for calculating preIiminary sizes for glulam tudor arches is now available for g1 from the American Institute of Timber Construction.

Measuring 7r/e" x 8V2", it permits architects and engineers to determine the size of tudor arches for uniform horizontal loading (excluding wind load). It is applicable for arch designs with roof pitches from 1 in 12 to 9 in 72.

Made of coated cardboard stock, it is inset with a thumbnail slide scale.

WRITE: The Merchant Magazine, 5?3 So. Lake, Pasadena, Ca. 91101.

New Door Products

Prefinished wood flush doors in embossed or plain finishes, and flameresistant UL approved doors qualifying for B label or C label fire resistance ratings, have been introduced by Mohawk Flush Doors, Inc.

Dura-Print Dors have hollow and solid core flush doors and folding door units with a choice of, walnut or birch printed grains on lauan or hardboard.

Their new prefinished Labeled FireDor comes in four species, three-ply construction, prefinished six sides, bearing UL B label or UL C label according to relative fire resistance. The manufacturer claims these doors are efective temporary flame barriers for various applications as entry doors.

WRITE: The Merchant Magazine, 573 So. Lake, Pasadena, Ca. 91101.

Calt: (213) 792-3623 or (213) 7924098 or (415) 346-6000

Iledlrrrrd Lrrrnber Sales, flile.

Z Western Woods: ssisypinefirhem fir

Z Specialized lumber for the mobile home manulacturers

D Laminated beams and arches

Z Treoted lumber

ll Redwood

TRUCK AND RAIL DELIVERY

Salesmanship and Merchandising THE

gOUTHI.AND

(Continued lrom page 25)

calmly shaking their heads in agreement at some of the less than candid statements being made by the competition.

West€rn Wood Products Assn. receatly published a brochure on a comparison between an aluminum floor system and awood floor system. When the facts are known wood is less expensive for a compatable system. National Forest Products Assn. published data on increased home costs compared to those publisheal by the National Assn. of Homebuilders, There was a considerable difference between the two when the true facts were related.

Availability of one product over another is mentioned as a point in favor of metal, Wood has been readtly available in most instances, if the buyer wanted to make a decision to buy a reasonable period ahead of the time of need, Price stability is always used as a selling tool by the competitign, When the price of a product always moves up, and production is controlled, six months price guarantee isn't hard to do. But lumber fluctuates

Bewsre Mixing Booze/Business

Planning to serve cocktails at an open house, convention or similar presentation ?

If so, you should be aware that you are leavingyourself open to a possible law suit if one of your guests has ooone too many" and does harm to himself or others, says the Insurance Information Institute.

Most businessmen already have the necessary protection against liquor liability exposure if they have a comprehensive general liability policy.

The comprehensive general liability policy is to the businessman what personal liability is to the family. It provides your legal defense and pays any damages if you become involved in a suit, whether it stems from over. zealous gazzling by one of your gu$ts or any other of a wide range of activities covered by the policy.

However, it is important to note, according to the Institute, that the liquor liability coverage in the comprehensive general liability policy does not apply to an organization "engaged in the business of manufacturing distributing, selling or serv-

up and down, Its price moves with the seasons and with supply and demand. So the buyer wants tg have the seller hold his price if the market raises, but lower his price when the market goes down.

And so it goes with materials that are competitive to wood. They really don't have that much to ofrer, but the companies furnishing these materialg are selling.

Isn't it about time the lumber industry started selling? It's not a dirty word. It's a reputable profession if 'nSel.l'ingit is not a d'irt1t u)ord"

A wall placard seen in some ofrceg reads"The most successful seller does not sell. He creates in his prospect a desire to buy."

Competitive produets have been moved on that basis. Consider what lumber will do for your customer. The benefits will far outstrip those of the competition, but unless the customer knows about them, he has no desire to buy. Create that desire and you will succeed. If you succeed you have a future. Open your mind to the opportunities at hand. 2.2 million' housing: starts are predicted annually for the next decade-How manY of them are you going to sell?

ARIZONA CONVENTION

conducted with dignity and respect for the buyer, With a product like wood, successful selling should be easy, With the firms who make up the lumber industry, it should be easy to walk with pride into any contractor or industrial account.

If those representing the industry have pride in themselves, pride in their company and pride in their product, then selling lumber against the toughest competition should be a lot easier.

ing alcoholic beverages" or to an organization which owns or leases premises for such purposes. These organizations buy their liquor liability coverage separately.

Also, there is a special coverage known as host liability insurance for organizations which, while not "in the business" of distributing, selling or serving alcoholic beverages, hold meetings which involve a fee and at which liquor is served. If such an organization feels that its meetings may be interpreted as not being covered by the comprehensive general liability policy, it can usually purchase host liability insurance for a nominal premium and thus be sure of adequate coverage.

Many businesses are increasing their exposure to liquor liability, as a consequence of their choice of meeting places. Many meetings are held in the large number of motels in suburban areas. Many guests have their own cars and are more likely to drive-and therefore more likely to become involved in an accidentwhen they leave the cocktail party for a nightclub or dinner.

(Continued' lrom page 13) federal laws afiecting employee and employer call for greater manage. ment understanding, communication up and down the lineo promoting free enterprise concepts and scrupulously fair company policies.

The industry luncheon introduced the new president, Ray Spelts, Yuma, and the other officers and directors. New lst vp. is Al Schecter, Tucson I Bob Silvey, Phoenix, 2nd vp.; Mike Ray, Phoenix, treasurero and Earl Heldt, Phoenix, asst. treasurer. Frank Davis was re-elected exec. vp.

(Please turn to page 50)

Above all, says the Institute, if your organization frequently tomixes" drinks and dollars. business and pleasure, observe these simple rules:

o Always provide good food and plenty of it at the gathering. Alcohol on &n empty stomach is likely to lead to trouble. Also, limit the time for drinking.

. Professional bartenders should be hired. Not only do they add an air of prestige to your gatherirg, but they can watch for sigas of overzealous drinkers; watering down second drinks or diverting too familiar faces.

o Professional security guards arenot a bad idea either. The "good intentions" and otgood fun" of any group can become confused after a few drinks. Banguet party crashers can also cause trouble. Professional security guards can tactfully shepherd any undesirable individuals out of the gathering or smooth over any situations that might arise.

20TH ANI{UAI IADIES tllTE, nearly 150 present, was staged by ShastaCascade Hoo-Hoo Club in Redding, Ca. (1) Loy and club prexy Oave Schaller. Ql Carol and Pete Lane, general chairman. (3) Roy and Marilyn Dunbar. {4) Alex King, Fran Kerper, Jim Moore. (5) Peggy, Glen Ainsworth. (6) Fran and Al Kerper. (l Alex King and John King. (8) Kay and Brad Broyles. (9) Eleanor and Ed 0'Kelley. (10 Emil Mirlo, Torir Miles and Jim Baskins. (11) Pat and Glen McDonald. fl2) Marge and Chet Atkins. (13) Larry and Virginia Whittaker (she won the dooiprize).

(14) Bob and Betty McKean. (15) Karen and Wayne Murphy. (16) Dan and Vicci Reagan. (1il Don and Lynn Porter. (18) Lois and Glen Forney. (19) George and Vicki Sharp. (20) Sandy and Don Lincoln. (21) Chas and Judy Moss. 122) Bill and Gingie Anderson. (23) Bob Selt. (24) The Bud Franks. (25) Rocky and Bill Main. (26) Tom Wilson. (2il Devene, Harry Mayo. (28) Leona, Kelly. Galley. 09) Ross, Evelyn Bradshaw. (30) The Bill Bateys.

DOUGLAS FIR Bob

Dick

TENTH IN A SERIES ON HARDWOOD

A brief history of hardwood plywood

HE first use of hardwood plywood r was discovered in King Tut's Tomb.

Since then it has come a long way.

Hardwood plywood was first used in volume in this country for furniture and special architectural jobs such as high class store fixtures, wall paneling in offices, hotel lobbies and restaurants. The plywood was manu. factured to specified sizes, and faces were carefully selected for grain and color and then book and sequence

By Williom Fohs

matched to obtain the desired effect. This has pretty well gone by the boards because of prohibitive costs. There have been many specialized uses for hardwood plywood through the years. The fuselages of most aircraft manufactured for World War I were made of hardwood plywood and in many respects were superior to the metals that finally replaced wood. Hardwood plywood was used to a great degree in boat construction, but nowadays to a lesser extent.

Ifith the improvement of glues and bonding agents, hardwood plywood found many new applications and particularly in exterior use.

Everyone knows the volume usage of hardwood plywood for flush doors and the lining of the interiors of mobile homes.

The past several years, for economical reasons and to achieve desired volume, outside of special production for furniture, gizes are pretty well standardized to 4'x 8'and 4' x 10'; thicknesses range from yB" loI-3/L6' Cores may be of veneer or lumber construction in the heavier thicknesses. While it does not make the

Sfory qt a Glqnce

A brief overview trocing the mony uses of hordwood plywood through the cenluries . . improved glues ond bonding ogenls hove resulted in mony new opplicotions . . increosingly, logs ond veneers ore being imported os domeslic supplies become scorce.

best panel, in many cases softwood (or particleboard) is used for cores with hardwood faces.

Faces of hardwood plywood produced in this country are usually L/28" thick although sometimes I/32'. Many imported panels have l/90" faces which are easily sanded through, so let the buyer beware.

Many hardwoods used for faces have lost popularity, such as quartered figured gum and quartered sliced oak.

Faces of most species can be had quarter striped, sliced, half round or rotary cut, depending on the type of grain and figure desired.

Unfortunately, some native species are becoming scarce and only the best logs can be used for veneers. Because of this, and it will be increasingly so, logs and veneers must be imported.

For the most part we will be dependent on Africa and South America, so tlere will be new species introduced that we know little of at present.

In any event, the best and most economical usage of available wood is in veneers and plywood, so undoubtedly hardwood plywood in some form will be available for a long time.

ln (HPMAE t.l

TEN YEAR PRICE I{OVEiIENIS OF HABDfi)OD PLYIYOOO llrrPrrrsrl SOUBCE: U.s' BUREAU OF LAAOF SrATlSTlcs t\i#/rA WHoLESALE PRICE INDEX rst' roo

uNrrED srATei cor{sur[lox-HARDwooD prywooD ffif rrrmdn.n.(srrrcroto AY."

New Lnt@matutr@

Western Woods Use Book

The first edition of the 300 p. Western Woods Use Boolt, in the making for three years, is now ready. It contains structural data and design tables for softrvood lumber species graded by the Western Wood Products Assn. Developed for architects, engineers, building officials, builders and students, it is new in text, tables, type, illustrations and cover and a WWPA span computer is included with each $10 book.

It contains design tables relating to various species, properties reananged to increase their usefulness and reflects a more logical design process than formerly, A new chapter treats sound control; the section on lateral forces tlesign now includes plyrvood.

The Word from Allis

Allis-Chalmers has new literature on its complete line of equipmenb- wheeled front-end loaders, crawler dozer-loaders. backhoe-loaders and rough terrain forklifts.

Construction Accounling

A ccauntdng Gui.de F or Consttacti,on Contractors, by Paul D. Lucas claims that many contractors fail to realize that the unique conditions of their business makes conventional accounting methods woefully inadequate. Step-by-step, Lucas shows why conventional accounting methods are costing contractors money and offers tested solutions for every phase of the problem. It has 205 pages, costs $21.50.

New Stesrn Cotolog

A new steam humidifier catalog covering Walton Lab's complete line of Zone of Dryness(R) dry steam humidifiers with capacities to fit any application is now available.

Redwood: Noturol Showofr

The 6-p. brochure, "Simpson Redwood Fences," illustrates a variety of design ideas available. Working sketches and lists of needed materials for each design are included. Speciflcations and construction tips are outlined as are the properties of redwood, heartwood and sapwood.

Personnel Monogement Book

A Guide To Personnel Management, by Mary Green Miner and John B. Miner, 178 pp,, BNA Books, Washington, D. C. $6.96 (hardcover) and $3.50 (paperback; minimum order 3 copies) places personnel management squarely in the perspective of here

and now, while taking due note of lanrtmark developments in its evolution. It brings to bear the findings of recent surveys and other tesearch, highlights current thinking and present trends and controversial issues, and assesses the future prospects of the personnei practitioner within the larger framework of general manag:ement,

Concrete Stoin

Kemiko concrete stain is not a paint -not a dye-but an inorganic, reactionary-type stain which penetrates to the full depth of the pores and by chemical reaction becomes a permanent and integral part of the concrete surface. It cannot chip, crack or peel. To eliminate the color, the concrete surface itself must be worn away. A fuli-coloi' free brochure describes the stain.

Free Reader Service

For further informotion on oll New Products ond New Literoture, write fhe Merchont Mogozine, 573 So. Loke Ave., Posodeno, Co. 9l l0l Pleose mention issue dote ond poge number so we con process your request fosterl Tho n ks.

Need A [ift?

"Computer - rated, pneumatic - tired lift trucks, 2000-2500-3000-1b.," is the subject of a new 16-p, brochure by Allis'Chalmers. Computer rating permits selection of a lift truck best suited to specific applications.

Conlroct Bonds

"Contract Bonds, The Unseen Seruices of a SuretE," published by The Surety Assn, of America, provides historical inforrnation on the concept and workings of suretyship as well as 75 case histories that document the vital role played in construction contracts. It is free by contacting The Surety Assn. of America, 125 Maiden Lane, New York, N.Y. 10038.

Into ihe Pool

A new, full-color, free illustrated brochure shows the compact design, construction and installation of flameIess Coates electric swimming pool heaters. The folder describes how the unit's built-in thermostat will maintain any water temperature in any size pool. Also featured are the heater's automatic controls and safe, pollution-free operation for use at new or existing pools.

Golden Anniversory lssue

The 50th anniversary Construction Industry Guide, the only such guide avaiiable in the largest single constluction market in the world, eontains 184 pp. of information relative to companies operating within the so. Cal. marl<et.

Mon-Mqde Mo,sonry

A neg' collection of iiterature for Roxite man-macle masonry paneling inciudes three 4-color catalog pages covering each of three Roxite series of panels and a 4-color enveloPe stuffer rvhich describes and illustrates all the panels in these three series (Heritage, Bedforcl and Carriage),

Sidings Products Informotion

"Exterior Cladding," a new designation for all U.S. Plywood exterior panels from Champion International, is also the theme for a new campaign promoting sales aids and advertising for the company's sitlings lines and is t.lescribed in a new brochure.

Beoutiful Interiors

A new edition of "Mat'lite Guid.e To Beauti,ful Interiot's," which features eye-catching textured panels, now is available. Barnside is featured on the cover of this new brochure, rvhich contains seven full-color room settings.

Llft Truck & Fork Lifts

A compact free selection guide on industrial lift trucks and roughtelrain forklifts has been released by Allis-Chalmers, including: electric rider lift trucks, narrow aisie trucks, lou' lift *'alkies. cushion-tire rider lift trucks, pneumatic-tire rider lift trucks, plus large capacity pneumatic tire, sideloader and rough-terrain units. Other atlachments are batteries and chargers and allied products sueh as pallet trucks, stackers and the like.

700 Tools

The lfephisto Tool Co. has a new catalog featuling photographs and descriptive information, packaging and merchandising data, shipping weights, dimensional sizes and recommended usages for their more than 700 tools.

Cushion Cups Brochure

For the special protection of fine carpets and fine polished floors, Jiffy nowoffers carpet backed cushion cups, a product that comes in packages of 4 and is described in a 36-p. illustrated catalog.

Lctt@trs

HARDWOIIII EXAM

The Merchant Magazine

David Cutler, Editor-manager

573 So. Lake Ave. Pasadena, Ca. 91101

Dear Dave:

Want you to know how much I aPpreciate your printing the "examination" I used to give our salesmen in the May issue of The Merchant.

This brings back many happy memories when I was so active in the lumber business.

With kindest regards, Leroy H. Stanton, Sr. Box 54132 Terminal Annex

Los Angeles, Ca.90054

ilEXlC(l HoLlDAY

Dear Davel

On behalf of all of us who had the opportunity to share in what was truly the vacation of a lifetime, I

would like to take this opportunity to thank you personally for the magnificent article on California Builders Supply Mexico Holiday. (May issue, pp. 16-1?).

Thanks to all the wonderful pietures, we may have the opportunity of reliving good times witlt good people.

You managed to capture the highlights of the trip.

Very truly yours,

James C. \Yaterman

California Builders Supply Co. 1201 Blumenfeld Dr. Sacramento. Ca. 95805

THE REAI RECORD?

The Merchant Magazine

David Cutler, Editor-Manager

573 So. Lake Ave. Pasadena, Ca. 91101

Dear Dave:

We noted with interest the picture on p. 23 of the June issue of the "Largest carload of lumber ever recorded."

That may be a big car in Oregon, but 7 years ago we received a number of cars which were far larger and they were loaded in single (not articulated) cars. Ttre enclosed photograph shows the first of this series to come in. Subsequently, we received a larger

car containing just over 115,000' and we happen to have only an aerial photograph of that car being received.

We really think you should consider printing a retraction despite the accomplishments of our good friends at Hampton.

With kindest personal regards, I remain Mead B. Kibbey Manager

The Black Diamond Co. 7701 17th Ave. Sacramento, Ca. 95820

FREE SERVICE

For more information on n€w products items, write the Merchant Magazine, 573 So. Lake Ave., Pasadena, Calif. 91101.

NEV/ SERVICE by Lee Lumber HaulingFl,at car unload'ing and' d'eliaery by truck to your d,estination , , , Lee spur fi4960, Soutbern Pacific R.R. at Los Al'amitos,Calif , Storage' aaailable,

Positions wanted 25d a word, minimum 22 words (22 words = $5.50). All others 359 a word, min. 20 words (20 words = $7.fi)). Phone number counts as one word, poxed ads $l extra. Fancy headline or borders $2 extra, Box numbered ads add $1.50.

Gflassfifffled Advenftfiscm@mts

Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magozlner 573 So. Lake Avc.' Pasrdena, Calif. 91101.

Deadllne for copy is the 2.0th. To call In an ad: (213) 792-4OgE or (415) 3/t6-6000.

HELP WANTED BUSINESS OPPORTUNITIES MATERIALS WANTED

OLrR COMPANY is looking for outside saldsmon to cover So, Calif, areas in the following ficlds: rctail lumber yards, industrial customers and plywood sales. Company furnishcs car plus fringe benefits. Please send resume to P.O. Box 3506, Riverside, Ca. 92s09.

MANAGER AND SALESMAN needed for retail lumber yard in South San Francisco. Mlnimum ten years' experience. Steady job, Phone: (415) 761-1515.

Manager Import-Export and domestic sales: all around responsibilities: USA, European and Far East: salary and profit sharing leading to share holding: West Los Angeles. Write Box 81, c/o The Merchant Magazine.

WANTED Retired man with all-around knowledge of lumber yard operations to work in security area. Location, in Northern California. Must have auto and be able to travel the northern California area. This is new security idea and salary will depend on number of lumber yards participating in the program. Write box 85 7o The Merchant Magazine.

HARDWOOD LUMBER & PLYWOOD salesman needed by major wholesale distributor, Los Angeles. Top income with fringes in protected territory for qualified man. Phone Ql3l 233-437l.

Your odvertisemenl in the Merchqnl Mogozine will be reod by decision mokers in Afosko, Arizono, Colifornio, Colorodo, Howoii, ldoho, Montono, Nevodo. New Mexico, Oregon, Utoh, Woshington, ond Wyoming.

BEAT THE SMOG AND TRAFFIC! Retail lumber yard for sale in prosperous Valley town. Owners retire after 35 years. Mr. Sloan eve. (209) 826-2629 Box 1445, Los Banos. Ca. 93635.

FOR SALEAggressive lumber & building materials store established in 1918. Excellent location across street from supermarket. Fast growing community. Reply Box 82, c/o The Merchant Magazine.

LUMBER AND building materials business for sale or lease. Sales volume excess $2 to $2.5 million. San Francisco Bay Area, long established, well located. Heavily retail. Very good return on investment. Write box 47 , clo The Merchant Magazine.

SERVICES OFFERED

LUMBER HAULING

c-Q TRUCKTNG CO. (2r3) 6387851 5501 East Century Blvd., L,ynwood, Ca. 90262.

FOR LUMBER OPERATION

For lease I ot 2 acres. Surfaced, fenced, RR spur. In l,os Alamitos, Ca. Call (213) 596-1555(7r4) 827-5900.

California Lumber

wInspection Service

Certified Agency

1190 Llncoln

Attention Pine Dimension Mills

Premium paid for your clear, 2 x 4 and 2 x 6 pullouts. Accumulation basis, full truck and trailer lots. For company name and address, write box 5, c/o The Merchant Magazine.

REWARD

For information leading to pine stud mills which will pull their clears for a premium price, $100 cash money paid upon acceptance first order. Steady source of 8'clear 2 x 4s nceded. Reply to Box 6, The Merchant Magazine.

LUMBER WANTED

Twisted and weathered Douglas fir. 3 x 4 and wider by random lengths S4S. 4 x 4 and wider by random lengths S4S, also car pads. Hunter Woodworks (213) 775-2544 & (213) 835-567 l

FOR SALE OR LEASE

OLDSMOBILE

. LEASE OR BUY

o '73 Omego - -$79.00 Per Mo. Or buy it for--.-...-Looded-......$2989.00

lmmediote Delivery

o '73 Cutloss - --$89.00 Per Mo. Or buy ir for..-..-.Looded--.--..$3289.00

lmmediote Delivery

L.A. (714') 548-5136 s.J. (408) 297-8071 Ave., San Jose, Cauf,

Dttbnrllon 16lo sr In Hclp Wrnlcd collmu b madc only (l) toindicatc bona fidc ccupationsl qualifications for cmploymcnt which an employcr regards Es rdsonably ncccssary to thc normal opcration of his busincss or cnlcrprisc, or (2) as a convcniencc to or rcadcn, to lct lhcm know which positions thc 8dvcniscr bclicvcs would be of morc interest to oDc scx than snothcr bccausc of thc work involved, SuchdcsiSnation should not bc t8kcn to indicatc lhat thc advartiscr intends c pmcticcs any unlawful prcfercncc, limitation, specification or disctiminstion in cmploymcnt pncticcs.

o '73 Delto 88 -$'l03.00 Per Mo. Or buy it {or....--..Looded---.--.$3889.00

lmmediote Delivery

o '73 Toronodo$i 29.00 Per Mo. Or buy it for--..-.-.Looded.----.-$5689.00

lmmediale Delivery

FIRM, BID PRICES ANY MODEL (213]| 292-0681

L.A. Boyd A. Peietson, Inc. L.A. 3833 Crenshow Boulevord

$$scribe Today

Serving All Southern Colifornio Lumber Yords - Cobinet ShopsFurniture Monufocturers ond Wholesole Lumber Distributors

(uII0M Mil.illl0-DIIAlL M0utDIll0t-lilt1l DnYIil0

NNtrRGHANT NNAGAZINtr BUVtrRS' GUIDtr

lllllllllllllllllllllllllllllfl Los ANGETES AREAllllllllllllllllllllillllllllll

IUI BER AND tUl,tBER PRODUCIS

Abrrfbt ....-..-.--.--. ....17111 516-6111

Al Prlrcr Conpony .......-..------.....(2131 680-0874

Am.rlon For6t ?roductr lfioltol ......(7lfl 875-1550

Ancricon Forcrl Ptoducl3 fCerrilos). inc. hordwoods ............{213} 773-92@

Amrricoo Forart P.oduclt lVon Nunl l2l3l 796-7056

Amcricon Lumb.r Sp.cict, Inc...........(2131 830-2860

Connor lumbo Sobr ...-..-.----..--........(21 31 287-l | 87

Co6 Hsd Lunbcr & Plywood ..-...........(2131 83,4-5261

Dovidroo Plywood ond luDber Co. l2t3l 537-2510 & (213) 636'02'll

Doolcy Redwood Ivmbcr Co.....-.-.(213] €D 6.1261

Ellcy & Son, D. C. .---.......-.......-..-----(2131 RA 3-tla7

For W.tt Fir Solor ..(2131 627-5811. l2l3't 592-'1327

fountoin Lumbcr Cp., Ed.----.-.---...---...-(2131 tU 3-l 381

Fr.mont fotatl Produclt ....--.-.---.......12131 RA 3-96,43

Goflch.r Ho.dwood Co. ...-----.....----(2131 ?l 2-3796

Gclb lunbcr Co. ..-...............-....-......-(2131 588-2161

Gco6io-Poclflc Corp. (l,unb.rl ........(2131 968-3733

Gorgio-Pocif lc Corp. (Plywoodl ..........(21 3l 968-5551

Goreic-Pocific Corp. .....-....-.............{21 3t 686-l 580

Globc Inta.nolionql ..--...----.----..---...-.(213) 870-6.156

H.rbort Iumb., Solc -....-.--.......-.----.-l2l31 77 5-6107

High Sicrro lumbcr Solg ....---.........(2t31 115-Oll2

Hill f,umbcr Co., Mor .---......---..-.-------(2t31 681-2610

Huff tumbrr Co. ..-....-..".......................(21 3l SP 3.a816

Hushrr Lumbor Solo Co...(2131 2,45-5553 & 211-5810

fnlond lunbcr Co. (7141 877-2001 &l7l11 511-1151

lon]Slonton lumbcr Co. -...-...-.....12131 968-8331

louitioro-Pocific Corp. ---.------.....(2131 9,15-3681

Morquort.Wolfo Lunb.. Co. .....-.-......17141 558-2855 l2t3l 625-1191 & I7t1l 998-r2t2

,{utuof Mouldins ond Lumb.r Co. .-....(21 3l ;A l -0877

Noth lumbq Solt, A. W. .....-.....,.(213) 872-1280

Orgood, Inc.. loblrt S. ----.----------.---,.-(21 3l 382-8278

Pociflc ,rlodiron tumbrr C,o. l2r3l 773-2292 t l2r3) 861-6701

Pon Ariqfic Troding Co., Inc. ........-....-(2131 268-2721

Prnbcrthy lumbcr Co.

Philipr Lunbcr 5olcr.-.--.-.------...----.....--(8051 495-l083 {2r3) 889-33,10

Rolqndo lumb.r co,, Inc. .---....--..(213] ZEnilh 9-8843

Roundr lvnbcr Co.

Sooth

S. F. BAY

TIEATED IUTTSER_POTES_PI II NGS_TI ES

Kopp.r! Company ....(2131 830-2860

Tr6t.d Pob Build.n, lnc. ...-..------...---(7141 986-1166

Son Anlonio Conrt. (2131865.12,t5 & l2l31 773-1503

8U I IDI NG'AAIERIAIS_PAI NT_HARDWARE_ETC. l,ll llWOrK-DOORS-rr{OUTDINGS-

Alhonbro Mctql Prcductt --.-.-....-.-....-(2131 283-3731

Amcrf con Dccorotlvc Productr ............(7111 623.1265

Am.rion for$l Productr (Ccrrltorl ..(2131 773-92@

C.l.Alr Door Co. .................-.-...........-(2131 CU 3-3731

lcrlot Mfs. Co. .....-....-..........----.....t2t 31 825.t I 63

Brvaly ilonufccturln! Co. ..................(21 3l 755.856,1

Gorcd Doo[, Inc, .---------------....-t2t31 576-2515

Colony Point3 -..---..t2131 222-5lll

Dlrdon, lnc. .-.....-.(2t3t 358-1563

Notionol Gypsum Co. ....-----.---.....-...',2t31 135-1465

Po.fcr, Co., Inc., H. K., Di*ton Dlv..-(213) 358.4563

Tri-County Wholuol. Co. ..-...........-.(8051 612-6721

Vcnt Vur ...-...........(2t3) 225-2299

Wctcn Duo-Fort ..(2t31 263.6873

sPECtAt. SEtVtCES

Gollfornlo lumbrr Inrp.ctlon Srnlcr (2t 3l NO 5-5431

l{untr lvoodworh, Inc. ...-...............12131 775-2511

HANDI,ING AND SHIPPINC, CARTICTS C-Q Trucktng Co. ..............................{2t3t

SAN FIANCISCO

8U I tDI NG ilATERIAI.S_PAI NT_HATDWARE_ETC. sASH-DoOrS-W NDOWS-I,IOU lD I NOS

Amrricon For6l Produclr, (Corp. hcodqoort.nl ........................111 51 776-1200

Amcricon lunbrr Spccio, Inc. ....--.---(4151 692.3330

8cf-Air Door Co. ......--.-......-.-.------..---(,al5l 697-1897

Sutlor.Johnron Corp. ---.------..-----..----(a081 259-1800

Cqrycd Doorr, Inc. ...-...-.........---.......---(4151 697-1897

Duo-Fort Collforniq -----............-----.(.al 5l 986.01 73

Fonyth Hordwood 6. .......-........----.--.|/al 5l 282-01 5l

c6rsia-Pocific Corp. ...............-.-..--.(4151 352-5100

Globc Int'l oI N. Colif. -.................(/t081 998-3300 Horbor lunbcr Co.,

lrlocBeqlh Hordwood

5l YU 2-1376

617-0772

Poromino !umbcr Co. ...-...........--......-(/al 51 421 -5t90

Rolondo Iumbcr Co., Inc. ......--............(4151,167-0600

Sif norco Inl.rnollonol (AFPCI -..-.......(/al 51 776-12@

Wcndllns Nolhon Co. ...-..........-.....-.(415) 5U l-5363

TTEATED TUMBER_POIEs

Kopporr Co., Inc. ........-..----..------....--....(4151 692-3330

W.ndlinr.Nothon C.. ."...-.-...........(al5l SU l-5363

SPECIAT SERVICES_TRANSPOTTATION

Colifornio Rsdwood Arn, --------.-......--(/tl51 392-7880

Rldw@d Intpccfion Scryicc --...--.......-...-.....-EX 2-7880

Unlon Pociflc Rqilrood ..--....--.-.-......--(41 5l,l2l -6030

GREATER IAY AREA IUMEER AND I.UMSER PRODUCIS Am.ricon For6f Produch, {Nework), inc. hordwoods ..-.-.-....,141 51 797 -2351 Arcolo Rcdwood Co. lBurlingqmcl .-..--(/tl5) 342.8090

NORIHERN CAI.IFORN

365-2771 CTOVERDAI.E G & R lunbor Co. .......-.........-.....17071 lW 1-2218 Kinton Diy, (lolodo Lumb*)....-...-----.1707 591-2258

lumbcr Co. ......--.---..-....-...17071 fW 1-3362

Wctt Ronsa Corp. .-....---..----.---.-----..-..-1707 | 891-3326

CORNING C.onc ,{ilh ....-......-..(916}

WASHINGION Suppty

PACIFIC NORTHWEST STATES

coRvALuS Eonrlnslm lumbrr Go. -.--.---...(5031 7 52'0123

OREGON

.12061 713-1222

colonADo

DEXTER Amrlon Lunbcr Sprcior ...-..-.........(5031 717'7777

EUGENE Al Pcircc Cpmpony .....----....-...--.....15031 3/a2-3663

Am.ricon Fdct Ptedoctt .-.....-..-.......(5031 312'5129

frcmonl Fqqst Produch ----------.---(5031 686'291 | Gorgio-Pocific Corp. .............---..-...(5031 345.4356

f nlond tumber Compony----............--...(5031 312'821 4

Rolqndo lunbcr Co. .............-.--.....-.(5031 686-1178

Twin Horbor lvnbl Co. -----.-...--(503] 312-6579

Union Pocific Rqilroqd ..............--..--.---t503) 345'8461

WHIIE CITY

Amcricon torelt P.oduclt, TW&J Div...(503) 312-5128

GRANTS PASS

fwin Hcrborr Sqlq Co. .................-.....(50t1 179-1656

MEDFORD

founloin lumber Co,, Ed ..--,..-............(5031 535.1526

Union Pociflc Rcilrood ...-......-.------.-..(5031 773-5?88

PORTLAND

Dont & Rugrll, Inc. .....-...-.---..........-(5031 CA 6-2311

Duo-Forl Or.eon .---(503, 23,1-9321

Gqorsio-Pocific Corp. .....-------.....-.(5031 222.5561

X & S Dirlrlbutinr co. .......--..-..-...(5031 288.7381

louitiono-Pglfic Corp, ---.-------...(5031 221.08q1

Nolionol Gyprum Co. .....-..-..........-...(5031 222-a0Ql

Orcson-Pocific Indutl.i.t, Inc. ..--.......(5031 221-1525

Poromino lumbcr Co. ..---............-.....(5031 223-1341

Publirh.B Foct Prcd.-Tidc! lrtitror ..(503) Z/l -l | 6l

fxh Solq Compony ...-..........-.".........(5031 227-3171

Twin Horborr tumbcr

ROCKY

ARIZONA CONVENTION

(Continued, lrom page 42)

R"y Lopp, Flagstaff, immediate past president, reported on the many successes of the association during the past year and the remarkable growth it has enjoyed. They now have a balanced budget of $217,000 compared to a $4O,000 budget just five years ago.

Aram Mardian was presented with a special Service Award, Morris Turken received the Industry Award and Lumberman of tlre Year honors went to Ralph Bilby of the Babbitt Trading Co. Charlie Mann won the Man of the Year award.

- Bringing the convention to a dramatic close at that evening's annual banquet was the inspiring speech by Dr. Heartsill Wilson of Denver, who urged an enthusiastic audience to "Stand

Up-You're An American!"

Pea( Youp Peofibs

wiCQ SonleBFtierg Exobio

Chances are, you've been doing a mediocre business in the old "tried and true" hardwoods. lf so, you're missing a chance to get a 507o margin and still give your customers a super value. Names like Shedua, Angico, Louro Preto and Pau Ferro spell profits. These exotic hardwoods have hundreds of applications, and they have so much appeal you'll wonder how you got along urithout them. We stock over 75 species in our 9,000,000' inventory, so there's no shortage. You can get just about any grade and dimensions that suit your purpose. Call or write for complete details now!

We give our dealer customers what they want, when they want it. at the right price

Inland prides itself in the quality of lumber it handles, the equipment for complete milling requirements, plus competent personnel of experienced lumber people. We are wholehearted wholesalers providing you, the lumber dealer, the finest service available from the forest to your yard.

Our inventory of competitively priced West Coast forest products is the largest in Southern California. We are direct mill shippers. We also offer a pre-packaging plan to our customers, called "Unitization." This method of packaging lumber into random length units reduces handling costs, thus effecting a major savings to you. For a wholesale lumber company that features customer servicenot competitioncall Inland.

Serving the Lumber Industry for 27 Yeors

Dealer'